Selling When No One Is Buying: Growing Prospects, Clients, and Sales in Tough Economic Times

Stephan Schiffman's is a salesperson's sales trainer. I have read several of his books and find provides solid advice that anyone in sales can immediately put into effect to boost their sales performance. This book is no different. Selling When No One is Buying: Growing Prospects, Clients, and Sales in Tough Economic Times is necessary reading for anyone selling in this tough and challenging economy. When there are good times and the selling is easy we tend to form bad habits. When things shift and we enter into a bad economic period (recession? Depression?) we need unlearn these bad habits and get back to basics. The book does a fine job of reviewing the basics with some twists to meet and overcome the challenges associated with a changing sales environment, what the author calls a new paradigm. This book was quick read, starting up with attitude and going through the steps needed to sell in a tough economy...planning, preparation, reviewing yourself and your clients, how to prospect more aggressively and effectively, etc. I really enjoyed the book and found several nuggets I intend to immediately put into practice in my own sales career. It is my belief that the easy sales environment we enjoyed over the past few years will not be back anytime soon for a lot of industries and markets. In order to survive and thrive in this new environment we need to adapt our sales methods to think and operate differently. This book is a good start in that direction. Read it, take his advice and start selling more.