There are a few basic behaviors that top salespeople should follow in tough economic times to sustain their performance. First, make your customer's goals your personal objectives. Demonstrate how your product or service will advance their ambitions. Only propose solutions that solve their business problems! Second, justify all proposals with payback beginning in the current fiscal year. In tough economic times every customer will be looking to save money. Third, and perhaps the most important, reduce their risk! This is especially acute in a down economy. No one wants to take on additional risk when times are tough. This week Mike and Joe talk with Jeb Blount, author of PowerPrinciples and founder of SalesGravy.com about Understanding Your Customer's needs throughout this turbulent period.

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