When economic times get tight, just about every business' sales slump.

Get a quick and lasting boost in sales by making your customers an offer they can't refuse. Customers will buy IF you give them a really good reason to. Of course, tighter their budgets, better reason has to be.

Use Psychology

First, try to understand your customer's thoughts and desires. Most people have goals they are striving to reach. They may be trying to cut costs, spend less time on tasks, be more attractive, or simply find more excitement in life.

When your customer falls short of her goal--as almost all of us do from time to time--she may look for a purchase to move her further toward where she wants to be.

As an example, Sandra is frustrated with growing complexity of her business. Last week she bounced a check and forgot to invoice a customer. The simple bookkeeping system she created when she started business isn't able to keep up now that her business has grown.

On a trip to her neighborhood office supply store, Sandra sees an affordable accounting program. It promises to make quick work of all things that are frustrating her. As Sandra picks up box and heads to checkout, she already FEELS like her life is more organized.

Psychologists call this important principle "reaction formation." It is a powerful motivation that influences a great deal of what we buy.

Think about goals your customers probably have. How can your product, service, or idea help them feel like they are getting closer to their goal? While you are helping your client reach his objective, it is fact that he FEELS like he is getting there that is so important.

Create a High-Value Bundle

If one product or service can solve a problem, imagine how well three, four, or five products could work. When you bundle together several related products or services, customers respond.

Of course, I also realized that you have to follow up that "I don't know" with a firm "but I'll find out for you." In other words, when I didn't know exact answer, I would make sure to do my research to see what I COULD offer student in form of an answer.

I believe this principle also holds true for sales. As a salesperson, you have to remember that you are selling YOURSELF as much as you are selling a PRODUCT, especially if you are looking for any kind of return sales or long-term relationships with your customers.