Positioned to continue the dialogue
Posted: Thu Feb 20, 2025 7:15 am
But at the very least, arming yourself with this powerful open-ended discovery question formula will set you up for vastly greater sales success! Despite dealing with economic and geopolitical curveballs for the past few years, uncertainty in the market shows no signs of slowing down. And as layoffs, inflation, and recession talk loom, buyers continue to anxiously shift budgets, headcount, and growth plans, causing salespeople to be hit with objections like: “We like your solution but now isn’t the right time.
Call back in six months.” “Our CEO is asking us to cut costs nepal cell phone number list wherever we can.” “The business case makes sense but I can’t get leadership to buy in.” That’s leaving sales leaders and reps alike struggling to figure out: Which customers and prospects they should be spending time with How to create a high-conviction case for why customers should invest NOW How to stay top of mind and well-when the storm passes.
In the past, I’ve shared tips to connect with buyers during times of adversity through empathy, personalizing and prioritizing outreach, and allowing buyers to say ‘no’. Here I share a more comprehensive narrative for navigating discovery conversations with prospects during times of uncertainty. ‘Time of Uncertainty’ Narrative – Key Ingredients Effectively navigating this type of sensitive sales conversation requires mastering a combination of foundational messaging, discovery, and objection-handling tactics, delivered with the right tone and approach.
Call back in six months.” “Our CEO is asking us to cut costs nepal cell phone number list wherever we can.” “The business case makes sense but I can’t get leadership to buy in.” That’s leaving sales leaders and reps alike struggling to figure out: Which customers and prospects they should be spending time with How to create a high-conviction case for why customers should invest NOW How to stay top of mind and well-when the storm passes.
In the past, I’ve shared tips to connect with buyers during times of adversity through empathy, personalizing and prioritizing outreach, and allowing buyers to say ‘no’. Here I share a more comprehensive narrative for navigating discovery conversations with prospects during times of uncertainty. ‘Time of Uncertainty’ Narrative – Key Ingredients Effectively navigating this type of sensitive sales conversation requires mastering a combination of foundational messaging, discovery, and objection-handling tactics, delivered with the right tone and approach.