Everyone I am speaking to, at least, are aware they are working in a softening market. Some businesses of course are counter cyclical, meaning they can make money in these tougher times i.e. outplacement firms for all the obvious reasons, but they are more the exception. If you market is softer or heading or a down turn it doesn’t have to be all gloom and doom. It’s true now you have to earn your real money through proactive sales practices.
So with on the agenda, one of my clients in regional Australia kindly sent me a great article on “The three basic sales strategies in a softening market”. It was presented at the client function of a regional accountant firm he had attended. The article is by Robert Miller, who wrote Strategic Selling and set up Miller Heiman group. Here the … read more by subscribing.
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