Succeeding In A Down Economy

By Sharon Drew Morgen - Many buyers are risk averse right now. That doesnt mean they dont have money or needs: it just means they dont know how to decide. And with the decision teams in chaos now with more people being asked to sign off on expenditures, layoffs, and shifting departments, even those who can spend money are being cautious.

Until now, companies have used recognized measurement tools to give them data to make decisions from. Now that data is either unavailable, or useless. Instead of figuring out new criteria, buyers are just saying No.
I believe the current economic conditions are going to be around for a while. Buyers will obviously need to figure out how to make decisions. Instead of merely focusing on a solution sale, if we can use our relationship capitol to help buyers traverse the new criteria they need to consider while making decisions, well become true servant leaders, and become part of the buying decision team.

Video produced by CanDoGo, www.candogo.com. Sharon Drew Morgen is one of the exclusive experts for CanDoGo, a company that delivers concise advice for sales, leadership, personal development, and motivation over the Web.

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• buyers
• sharon drew morgen
• economy
• buying facilitation
• decision team
• servant leader