The people you are selling to all have one thing in common, they are suffering from employment fatigue.  Employment fatigue is brought on by excessive workloads, 24/7 availability, pressure to do more with less, constant downsizings and reorganizations, and information overload.

     These are good people, doing their best, and trying to survive in this demanding workplace.  They are multi-tasking, although not very successfully.  They are trying to stay focused, but are interrupted by distractions and changing priorities.  Their calendars are overflowing because there is an unrelenting and escalating demand on their time.  Their frantic pace is exhausting.

     Their personal lives are not better.  They are juggling work commitments with family and personal time.  Their health is taking a backseat to the demands of life.

     To make matters worse, they don’t see an end in sight.  It is no wonder that these people don’t have time for you.

     Dealing with inundated and fatigued people is completely different from working with calm people who have time to analyze their options and study the various proposals before making a buying decision.   Traditional sales strategies don’t work.  Traditional sales strategies add to all the other distractions that are causing employment fatigue.

     If you are using traditional sales strategies then you have become one more thing to “get off their plate.”  Your prospects will want to get rid of you.  It’s not personal, it’s survival.

     We all know that proper selling is actually all about helping the client.  What you need to do is to simplify EVERYTHING - your presentation, the options, the research that needs to be done, the process to make the purchase.  The salesperson who will simplify everything will have a customer who will work with you.  These customers will rely on your advice and guidance to make their buying decision.

     What can you do to simplify the buying process for your customer?