Step 5 Product Bundling During strong economic times it is common for salespeople to focus on hot products or services. The result of which is a higher commission. Salespeople tend to ride this wave not anticipating a slowdown like the one that has recently taken place. Don't overlook the lower price or lower margin items. With this strategy you may be able to recoup some of the lost revenue AND improve your chances of retaining that account.
Some salespeople only show up when there is an order to be had.
Now is the time to strengthen your relationships when they are not buying. By not staying in touch with customers now, you send the signal that you only want to talk with them when they are spending money. They are not spending the quality time necessary to develop the relationships that will pay long-term dividends. The interesting part about this article is that you can implement these strategies as the intended six-step approach, or you can try each strategy one by one. Look at it this way, it is going to take you at least 30 days to work the bugs out of your new approach and to get used to the new concept.