How to sell in tricky times

In a tough market, determining how to approach sales can be a critical issue. Often we assume it's all about price. Neil Rackham thinks otherwise.


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 the founder of Flying Solo and helps soloists stay upbeat and energised. He’s recently published The 1-Minute Commute, is a presenter and facilitator and works one-on-one with those needing a refresh. Find out more about his skills and services and his Olympus Trip 35 camera side hustle or connect on LinkedIn.


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