Four Sales SecretsWhen times get tough, try something different. That approach proved profitable for Fishbowl Inventory, which experienced three strong years of sales growth during a down economy.

So, how did they do it?

Fishbowl implemented four counterintuitive sales strategies that fly in the face of conventional wisdom.

CEO David Williams and President Mary Michelle Scott co-wrote an excellent article about these highly effective strategies for Harvard Business Review.

Some key takeaways are summarized below with a link to the full article at the bottom of this page.

1. Forget about hotshot sales gurus.

Foster a collaborative approach and reward teamwork. Let the Lone Wolf Sales Superstars go work for your competitors.

2. Lose the incentives.

Instead of spending precious resources on flat-screen TVs and cruises to Cancun, invest in lead generation and customer support. It will increase your sales staff’s commissions in the long run and will strengthen the entire organization.

3. Don’t skimp on customer support.

In a tough economy, sometimes customer service departments take a hit. This is a mistake. High-quality service may be your best bet for maintaining a competitive advantage and it is the key to earning repeat business.

4. Hold the line on prices.

Don’t give in to the temptation to slash your prices or give your product away when times are tough. Focus on finding your ideal customers, telling your story and providing superior service. You’ll be glad you did.

See Four Secrets to Selling More on HBR.org

Fishbowl Inventory is a sponsor of Grow America.

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