Sales Lessons From 3 Recessions

Last Updated Sep 13, 2010 9:37 PM EDT

In this video, I catch up with Neil Rackham again on the topic of how to sell in tough times.

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

  • Robert Gerrish

    Robert Gerrish is a coach, author and professional speaker and the founder of Flying Solo (, the Australian online community for solo business owners.