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During the times of a recession, it becomes challenging to continue to bring in sales results at the goal or 100% quota level. A business owner that understands sales process techniques has the tools to adjust the process such that sales objectives are met.

To make the adjustment of the sales process during an economic slowdown, the best method is to use a process that is quick, inexpensive, and easy to implement. These methods allow the salesperson to quickly qualify a number of prospects since more qualified prospects are necessary because closing ratios tend to drop during tough economic times.

One of the key skills that a business owner needs is the ability to find a good list of prospects. These lists can be found on the internet and also can be purchased from a list broker.

An alternative to buying leads is the method of using Landing Pages on the internet to capture lead names. The success in getting traffic to the Landing Page is dependant on the owner's ability to maximize SEO or to use Pay Per Click Advertising

One technique that has become popular for warming up a prospect is to send a postcard or a greeting card prior to the phone call from the salesperson. There are several services that you can use to electronically send out these post cards or cards through the US Postal Service. All you have to do is to upload your prospect list and then select the card to send and it will send it out immediately in your own handwriting.

It is recommended that you use a Sales Process Consultant to draft and create your follow-up script to be used with Landing Page Leads. This script will engage the prospect, create a dialogue with the prospect so the salesperson can determine if the lead is qualified. It is best done by a qualified Sales Process Consultant.

A Cold Calling script must not sound like a salesperson or a telemarketer. The most effective Cold Call script is one in which the prospect does most of the talking and for the salesperson it must be one in which he/she has roll played and knows what to say and what to ask at each stage of the conversation.

One action that a business owner needs to take while developing a sales process is to actually do the cold calling so he/she can develop a script to be delegated. The fear of cold calling comes from a fight between the conscious mind and the subconscious mind. The more a business owner understands how to control and use their subconscious mind, the more successful they will be because they will eliminate the fear of taking actions like cold calling that move the business forward.

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