There is always the possibility of a recession or financial downturn. During such times, companies are inclined to tighten their budgets, which may make salespeople like you nervous, to say the least. How do you sell effectively when your customers are focused on minimizing unnecessary costs and reevaluating their current budget line items? Get customer focused. People buy for three reasons: your solution will increase revenue, decrease cost, or mitigate risks. In this episode, John Kaplan shares how to align your solution with big business issues that will drive urgency from buyers.
Here are some additional resources
Key Ways to Gain Executive Buy-in and More Budget for Your Sales Initiative
Get Busy: Advice for Salespeople w/ John Kaplan | Podcast


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