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How should sales people adapt when there is a recession or down turn in the market?

It's timely to consider this, the collapse of American sub prime mortgage companies has caused investors to take a second look at the security of their investments in finance companies that service the home lending market in their own economies. This has lead to the cash flow triggered collapse of many finance companies as investors withdraw their funds and re-invest them elsewhere in banks, commodity markets, etc

Contrary to knee-jerk expectations, periodic short term market recessions can be a good thing for the professional salesperson. If you're willing to adapt, recession markets can offer great opportunities to grow both revenues and market shares. If you can grow your market share without discounting during a market downturn, you should be able to convert your increased market share into even more lucrative profits when the market recovers.

Why are recession markets such great opportunities?

• In recessions purchasers are more selective and take longer to make decisions.
• They are more likely to break purchasing habits as they are under more pressure to cut costs, increase profits and find smarter ways of operating.

When customers are more selective, take longer to make decisions and are looking for smarter options this suits sales people who have a consultative approach to selling.

A consultative sales methodology enables you to better engage with the customer over a longer period of time and it helps you work with clients to provide smarter solutions.

Being liked, being charming and being fun, etc as always are important ...but these items become comparitively less important than being valuable to your client.

Consultative sales people understand their clients business, their operating environment and the issues that effect them. They understand their clients requirements and the specific results they need from a solution. This allows them to better structure and deliver deals that will be compelling.

by Liam Venter:  Author of the popular sales training manual
'The Consultative Sales Professional'
You can obtain a copy here

100 Marketing Great Ideas -Download your free copy.

In an earlier blog I managed to compile a list of 21 marketing ideas. That means there are at least 79 ideas in this list that I didn't even contemplate.

Thanks to Anita Campbell of Small Business Trends and all of her co-conspirators who contributed to this. It's a brilliant compilation of ideas and very practical suggestions from many of the worlds best known marketeers. There's understandably some valuable suggestions in it and it's great to see them making this down-loadable PDF formatted eBook available for free.

Anita Campbell's team took a total of a 100 submissions from all of these experts and turned them into a down-loadable PDF document.

Many of the best suggestions will only cost you a thought or two to implement.

There are tips for marketing, including relationship marketing, marketing strategy, selling, messaging, on-line marketing and social media. 

It’s all been packaged up tidily into a document for you to save, give to clients, print, post on your website — use it however you wish.  Thanks to the generosity of Anita Campbell and her band of marketeers it is your's to use free of charge.

Download your copy of 100 Best Kept Marketing Secrets here.

I have added Small Business Trends blog site to my favourite stimulants list. (See links on bottom of left hand column of this page). If you're in sales or marketing it's well worth a visit.

If you like this document you may also like these:

If there are only 40 great marketing ideas, where are the other 19 I haven't listed

Another 100 Creative and simple marketing ideas

by Liam Venter:  Author of the popular sales training manual
'The Consultative Sales Professional'
You can obtain a copy here