How to close the deal during tough economic times by ProQuest

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During this economic downturn, it's tempting to change your sales strategy to put pressure on hesitant clients. However, the most effective salespeople stick to an established process that focuses resources on the most promising prospects. Because a well-planned, sophisticated sales cycle can take up to six months, efficiency is even more important given the current economic woes. The following, five-step process is a tried and true method to sales that can overcome even the toughest obstacles: 1. Do your homework. 2. Meet face-to-face. 3. Craft a proposal. 4. Overcome objections. 5. Follow up.

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