When we first entered into this mess about one or some say as early as two years ago, there were many salespeople that were not used to tough conditions. Those that are still selling have gained some valuable experience and when things eventually start moving this perspective should make them more effective.

I know - "that's nice - but what about now?"

The facts are that in this somewhat frozen economy there are things that your people can do to keep the numbers where they need to be.

To begin with - let's think about a literal freeze, an Ice Storm shows up while you are working and leaves 1 to 2 inches of solid ice on everything. Do you not go home? Are you trapped in your office forever? Can you not go next door to Starbucks and get a coffee? Of course not. But notice what does happen to your behavior when conditions freeze:

• You move much slower.
• You make fewer or no sudden movements.
• Tiny steps.
• Maintain balance and hold onto something.
• Complain about the Ice.
• Remember bad falls or accidents from your past.

So in these ICY economic times your buyers are doing the same things. They are still buying but they need help and guidance more than ever. If your sales people can be consultative and help them they will find opportunities to make those sales.