Selling in a down economy is tough but presents the need to really “wow” your customers.  After all, if you don’t, the competition has the perfect opportunity to do so.  The entire sales and customer service team should be asking what can be done to exceed the customer’s expectations?  If you can provide the customer some additional service or benefit, at no extra charge, you will strengthen your relationship and set yourself apart.

For example, look at what is happening in a down economy to the airline industry. Many airlines are taking away services (fewer flights), yet are charging customers for services that used to be free, such as luggage and aisle seats.  Yet, not all airlines have resorted to these nickel-and-dime tactics. I recently flew on a Southwest flight, and was pleasantly surprised to see that their service has remained good and they aren’t charging these same fees. The net result: more loyalty from me, a customer, to them.  The same thing applies to your business.

Find more tips on selling and negotiating in a down economy, including the 5 most common mistakes salespeople make in tough times in STAR’s December Newsletter .  Visit STAR’s sales training website to learn more about our Customer Service and Support Workshop (LINK), which teaches how to wow customers and other skills to help you retain and grow your customer base.

- Bill McCormick, President of Sales Training And Results, Inc. (STAR)