Economy up or down? Whats the REAL situation? Breaking news! Have you heard? The economy is down! THE economy is down, but how about YOUR economy? Regardless of the state of your industry, the state of your market, and even the state of your sales, as a salesperson its best to look at the big picture. When you see the big picture, you can craft more when the marketplace says less. Before you try to make another sale, before you call on the next customer, I want you to look at the real world so you can come up with real ideas and real answers. Ideas and answers for your customers, for your sales, and for yourself. Let me be more specific. I want you to look at and define your real world, and their real world. Before you visit any customer, you have to know what the total situation is in order to understand them, relate to them, help them, serve them, and sell them. In these times, sell them may be last on the list. Let me define TOTAL SITUATION. Dont make the fatal mistake of just defining your situation. You also have to define the customers situation, the market situation, and your companys situation with their customers. What you are defining is what exists now; the present situation. And by the way, once you have defined a situation, it will begin to give you clarity of the situation, and clarity of mind. Write the situation down. Writing it down will clarify the situation for you. It will also serve as a springboard for the actions you must take for your customer in …