Well times are a great deal more difficult now with an economic downturn. Sales techniques that worked when business charts were headed up every month, won’t work now.

This is my fourth recession and never ceases to amaze how slow sales managers are to recognize the new realities in an economic downturn. Many are the classic image of an Ostrich with its head in the sand.

Difficult economic conditions require adapting one’s sales style to a slower pace and reducing expectations. In this difficult environment where Circuit City, Linens ‘N Things and Mervyns are no more, it is very important as a salesperson to look beyond satisfying needs and wants.

Rather salespeople now must look at the financial viability of an organization. Your best client now may be ready to file Chapter 11 next week. This requires discretely snooping around and looking for the tell tale signs of a cash flow shortage and a credit crunch. Is your client laying off people? Is their inventory stacking up, or not being replaced as it is being sold?

In your sales presentation, as a part of recognizing tough times–have you included more qualifying questions? Are you allowing your client to tell you about how the difficult economy is affecting them? If you pose the questions they will tell you, and most likely be relieved that you understand.

Has your company come up with new financing tools for your clients? Did you include those details in your presentation? Did you actively seek objections from your client?

As for the dilemma with your February sales slam, if it were me, I’d do the following:
1) Send flowers with a very nice card begging forgiveness. (Don’t go cheap)
2) Follow up several days later with an invitation to lunch at your client’s favorite restaurant.
3) At lunch, let her do the talking and Listen, Listen, Listen. Do not make a presentation. Do not try to close the deal at lunch.
4) Over dessert ask if there is a good time next week when the two of you could get together and finish your business.