Desperate times call for desperate measures Don’t they?

I recently read a couple of interesting articles by Neil Rackham (who is Visiting Professor of Sales and Marketing at Portsmouth and Cranfield Universities.), looking at the lessons from the last recession on how to sell in difficult times, but more importantly how not to.

It is interesting how his findings are related to the ‘Tell don’t Sell’ messages we promote in real networking You can spot a desperate salesman a mile away, and what’s more you avoid them.

People in sales who indulge in hit and run selling usually perform less well than those who use a little thought backed up by common sense.

Any way Neil believes in preparation and the ability to understand your customers. It was also his opinion that people fail because they adopt the ‘talking brochure’ approach and don’t chase everything that moves.

Remember the five or six P’s, perfect preparation prevents poor performance. Now in tight economic times that mantra is even more pertinent.

The piece I would suggest you take a couple of moments to read is http://economictimes.indiatimes.com/quickiearticleshow/4180431.cms

I would like to know what you though of it. I for one am looking at how I target potential sales.

Paul
Encouraging Real People, to do Real Business, Through Real Networking