Known as the 'Professor of Professional Selling', Neil Rackham was in Australia recently and I was fortunate to drag him into the studio to record a couple of short video interviews.
In this one, Neil shares his knowledge on the topic of how a successful salesperson behaves in the face of a difficult sales environment.
Typically, the default behaviour of many is to focus on price and undercut the opposition - the thinking being that everyone is tightening their belt, so best offer a discount.
Wrong! Wrong! Wrong! says Neil and I think he's right.
Watch the video on this page and to view his other tips along with over 50 expert interviews, check out our new video section.
Robert Gerrish is one of the Flying Solo crew and supports soloists as a coach and consultant. He presents at conferences and networking events and bangs on to the media or anyone who listens, about all things micro. Along with Sam Leader and Peter Crocker, he's the co-author of Flying Solo – How to go it alone in business.
