When your market is changing and possibly even decreasing in volume or sales value it is time to take stock of how you change your communication style when speaking to customers.
They will know if you are exaggerating or trying to gold plate or overstate the situation. Not only will your words seem to contradict what they know but your body language may betray you. The old saying that honesty is the best policy stands true in the changing market.
Firstly make sure that your research and information is up-to-date. Understand what various industry commentators foresee in the next six to12 months. Then figure out how you can rephrase this and include examples in your marketplace to support or contradict it. Provide extra information to add credibility when speaking to customers. Specificity creates credibility. So have specific examples on hand that are relevant to assure your customer that you are knowledgeable and credible.
Respond to questions with a point of view and a reason, summarising the point at the conclusion of the answer. This more thorough and thoughtful answering of simple questions will further enhance your credibility. You may even have to be ready to review the past present and future market outlook. Having these prepared is a simple solution to being caught out and unable to answer the question.
People will see through bravado and exaggerated positivity. But if you speak knowledgeably about long and short term market trends your customers trust will increase.