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Savvy salespeople will focus on customers' needs instead of the recession.
"I don't care what's going on with the economy," Farquharson stated. "If customers are busting your chops over price, then you are doing something wrong. It's about what you have done for them lately."
Linda Bishop, president of Atlanta-based training and consulting company Thought Transformation, has a slightly different take. She believes there are three things sales representatives must do in a down economy: talk to more potential customers, get more meetings and improve them and finally, be more efficient when closing a sale. She suggested reaching out to more clients by cold calling, networking and asking for referrals from customers.
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Melissa Busch
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