Your Sales Narrative For Times

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Individuals, teams, and companies do this. People buy feelings. The experience is the product. This is why your sales narrative during times of uncertainty is so important. If your messaging or positioning is tone-deaf to the current time or falls into the ‘nice to have’ category, the sale won’t happen. This climate calls for a value proposition review. Just like you’re creating certainty in your sales team, the same applies to your clients.



Align with their values, emotional needs, and desire oman cell phone number list for security. Related video: of Uncertainty? Related video: What your customers value has changed! Has your pitch? 4. Practice ‘extreme firmographic focus’. As sales leaders, it’s tempting to cast the net wide and reel in every opportunity. Paradoxically, it’s better to narrow your team’s focus and go forensic, not far and wide. Todd refers to this as, “extreme firmographic focus.



” Look at your historical sales data, team performance, and really internalize which types of customers can get the most value from your solution during times like these. Then, double down on them (and yes, to the exclusion of others). In a recession, not all industries respond equally. Some thrive, some collapse. Which companies and industries that you serve do well in a recession? Who needs what you do, right now? Direct your attention to these deals.