The current talk of recession and the declining dollar is going to affect your business. You can let it get you down, or you can see it as an opportunity to surpass your competitors’ salespeople. Take the latter view.
How will these two double whammies present themselves? Well, prospects and customers will tell you they’re unsure about buying from you this year. They’re worried about their incomes being reduced; there will surely be some belt-tightening; everything is going to cost more and the company will be short-handed. Whatever the reasons, you can tell they are worried and are thinking they can’t afford to buy from you this year.
What should you do? Three rules will help you succeed in trying situations.
The first rule - Agree and offer assistance
Don’t argue with them; don’t tell them they’re wrong. If you do, you will lose credibility in their eyes. Arguing seldom changes a person’s mind. We see that in all the current political debates. How many...
