What lessons you have learnt in sales during this slow economy?

selling a concept based on which IT companies can consult and develop has worked out well especially in the matured markets

In my view, for a sales we should be aware of how buying patterns change in the down market. The buyers change with the changing economic condition of the country. When the economy is weak people will decrease their buying habit and also their spendings. So as a salesperson one should be able to handle such buyers where buying decision is always fickle.

When there is a weak market, we should extend our marketing location and get our reps to sell outside their “comfort zones.” this will be quite difficult unless a strategy or a training program in taken.

Due to the slow economy every one just has one Mantra for success and that is 'More for Less' and top it with a multi-Vendor/Supplier scenario as most preferred way of running business. In view of this every supplier should focus on Key Accounts, and provide products/services packaged according to the Customer's need with quality/services best in the segment. This not only ensures regular Business, but also provide an option to get the largest share in a multi-Vendor scenario.  

I agree to the above idea. When there is change in customers habits, the sales must aim to get more out of the customer relationships we already have. This could be done through good customer handling and customer retention.