How to sell in tough times - Neil Rackham Video

Posted by James Fennessy

In this video, Neil Rackham talks about how to sell in tough times.

Neil has studied the behaviour of successful sales people for years and has three tips to share in the Bnet interview.

Here’s a summary of his thinking:

1. We chase after too many things. If you wouldn’t chase in good times, don’t chase in bad times.

2. Avoid early negotiation. When you’re in selling mode you’re doing so without giving stuff away, once you get into negotiation you’re on the slippery slope. Slow down with negotiating.

3. Think about what you’re selling. Don’t sell on price, focus on safety. In hard times, customers want reliability and security over discount. The moment we appear risky we’re in danger of losing the sale.

Some fine tips! For a full explanation and more, watch the video here.