There is one thing that seems generally true during period of economic difficulties and the belief that things are really bad. Successful salespeople believe otherwise. They have done and are doing activities during slow periods to maintain and even improve their sales.

• They don’t quit making calls even if it’s quite predictable that no sales will be made. They believe that today’s call may set up tomorrow’s sales.
• They use creative approach instead of the conventional way of doing business. During hard times, other salespeople back-off while the aggressive ones continue to move on.
• They line up advance orders. Contact the right person and find out what are future or pending requirements. Make some pencil pushing to find out how much cost savings may be made for advance orders.
• They are persistent in following-up customers using updated records where buying season or habits are also indicated.
• When things are tough, they work harder.

The following are some principles or ideas that when applied may help cope-up over the down market effectively:

• Be realistic. It helps guard against actual problems and real opportunities. The coming month may not look good, but there are some possibilities that deserve continued effort.
• Keep working at it. When business slow down, it seldom comes to a full stop, unless the salesperson does.
• Take another look at the market field. Spend time exploring the business climate with clients. If it does not result in today’s sale, it will be in the immediate future.
• Be a problem solver. Buying motives of customers change during tough times. There are terribly price-conscious accounts that may still be interested in a good price, but are willing to pay a little more to buy smaller volume or to take advantage of an improved delivery schedule.
• Try new approach. Change new call schedules. Introduce new product or service. Suggest new use for an old product. Offer different terms or arrangement.
• Be available and spend time helping. Substitute a telephone call once in a while for a personal face-to-face visit. When there is an opportunity to help like solving business related problem, explore new opportunity or just by being a sounding board. The time invested with a client will result to signed orders.
• If one work harder and smarter it is always advisable to go “back to basics” in selling.

There is no guarantee that any of the ideas will work, but one thing is sure, not doing them will simply make it worst.

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