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Growing Prospects, Clients, and Sales in Tough Economic Times

This book is titled “Selling When No One Is Buying”. Written by Stephan Schiffman.

I found this book to an easy and enlightening read. It concentrates on your staying positive, thinking creatively, and staying in touch. It’s important that you work at becoming a resource to your clients. It’s not enough to just be there when they are ready to buy something. As a resource, you know about your client, their business, and can find ways to add value to to your relationship.

Negativity has no place in your business life. Focus on all the positives – regardless of their size. Stephan has a way of making you feel good with every turn of the page. If you’re looking for a quick pick-me-up, read this book.

Staying in touch with your clients is important when things are good. It’s even more important in tough times. Stay in touch. Stay in tune. Stay positive. Become a resource.

Twenty five chapters have 3 action points at the end of the chapter, so there’s plenty of concrete elements that you can think about and start implementing right away.

The book wraps up with the following five points.

1. The economy is cyclical. It always has been. It always will be.

2. There’s no magic formula for selling in a bad economy. You can’t just “Sell Harder”. You need to retrun to the fundamentals.

3. Selling in an economic downturn means looking at things in a different way. Hard times free you to be more inventive, more creative, and more wildly inventive about how you’re selling and where you’re selling.

4. Hard times are also a chance to transform your relationship with your clients. It’s about helping your clients find new solutions to their problems.

5. Sales is about attitude. If you can maintain a positive attitude and a high energy level even when opportunities are scarce, you’re going to do better than someone who doesn’t even want to get out of bed in the morning.

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