General marketing How to stay up in a down market Salespeople have to accept the realities that the economy has slowed and some companies are buying less. Some customers who were previously expanding are now downsizing. Some budgets are being slashed across the board. But those facts should not be used as an excuse for not selling - there are companies that still need your products and customers who see opportunities in the worst of times. Here are some tips to help you get through: Position yourself for the long haul - You want to be the beneficiary when the economy turns. Stay in touch with customers, but don't waste time commiserating with them about how bad things are. Take total responsibility for your success and setbacks - Don't blame anyone or anything. Blame drains your energy. You need massive quantities of energy to sell during down periods. Believe that there is an answer - Other salespeople have sold successfully in previous downturns and you should succeed, too. Reposition yourself with your customers - If the downturn has resulted in losing key people you have always worked with, you have an opportunity to establish new relationships at a high level. Work on a plan of attack - Write goals and a plan of action. Don't allow anything to get in your way of attracting or keeping customers. Source: The Selling Advantage: "How To Stay Up in a Down Market," Tom Reilly, president of Tom Reilly Training Inc., Volume 13, Issue 310, Copyright 2001