The Sky is Falling! But here's some helpful tips...
By Adrian Miller

You can’t pick up a newspaper
or turn on your TV these days
without being bombarded by
the doom and gloom about the

It’s enough to make any salesperson want to hide under a rock until happier days

However, there is a silver lining in those dark clouds.  Consider the warnings a call to
action to prepare your business to ride the cycle. If you play your cards right during a
downturn, you will not only keep sales up through the cycle, you’ll also find yourself
in an even better place when the economy begins to pick up. So, turn down the drone
of financial doom-sayers and start working this prime opportunity to increase your

Stay Close

Stay close to your customers and prospects in tough times. Dazzle them with customer
service. Be one step ahead of their wants and needs and always, always be proactive
and anticipate their needs BEFORE they have to ask or remind you. Give them
something for nothing. This doesn’t necessarily mean a tangible item. Offer them
valuable information, introductions, or some of your extra time.


Make certain that you are cross-selling all that you have to offer your customers. This
is not the time to leave business on the table for your competitors to scoop up and
perhaps even win your part of the business as well.

Focus on Competitive Advantages

Remember that your key competitive advantages are valuable ONLY if they equate to
an improvement in situation for your customers and prospects. The bottom-line here –
if you can’t offer them an improvement, why should they make a change.

Become an Advisor

Be more than just a salesperson; develop meaningful solutions for your customers.
Think out-of-the-box strategies, get creative. Put yourself in the mindset of being a
valuable resource to those you sell to.

Work Harder

Most importantly, when times are tough – work harder and smarter, make more calls,
utilize better touch-point management, and network, network, network!

About the author: Adrian Miller is President and Founder of Adrian Miller Sales Training, a
sales consultancy and training company that she launched in 1989, and is the author of "The
Blatant Truth: 50 Ways to Sales Success". Adrian can be reached at 516-767-9288 or Her website, Adrian Miller, includes podcasts and other informative
information to help your sales soar!
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