In last week’s episode Bill and Bryan talked about how to communicate your value. But this week, they talk about that issue when it relates to the current economic climate. As sales strategies, your hosts deal with these questions in all of their current client work with sales forces around the world. The economy is on everyone’s mind—especially salespeople who call on prospects that are fearful. (11:42)

This is an extraordinarily difficult time to express your value to prospects. It seems like everyone is focused ONLY on money (“What does it cost?”). Yet there are ways to alleviate that. If you’re in professional sales today, you must know how to communicate what you do in a way people are compelled to hear more about. Bill and Bryan address tactics to use to sell your prospects more effectively. (13:12)

Today’s question came from a listener through www.askbillandbryan.com, who wanted to know how to respond to customer demands that could not be met. That in turn got Bill and Bryan talking about the various demands that customers/prospects put on salespeople. You’ll learn how to handle these when they come up, and maybe even avoid them altogether. (11:10)

Now that we’re well underway in 2009, we thought it helpful to take more questions from our listening audience.

Question #1: How to change your mindset to get into prospecting mode. New business development is critical this year. So Bill and Bryan talk about this.

Also, if you had trouble downloading the “2009 Sales Competencies” e-book, then go to http://www.2009salescompetencies.com and you can download it there. (13:56)