How to sell In a recession
How to sell in a recession
Recessions are scary!
Customers cut budgets, review expenses, and scrutinize every single purchase down to the smallest detail.
For many, this is terrifying and can freeze unequipped salespeople in their tracks. But, for the best, for those who understand how to sell in a recession, opportunities abound.
1. Intro! Why it’s hard.
2. Why Not Product?
3. Too Quick to Demo
4. Things to DO Instead
5. Shrink Your ICP
6. Study Your ICP
7. Target Unique Problems
8. Get Maniacal
The key to selling in a recession is being able to demonstrate that your product or service is a necessity during the downturn – not a nice to have.
Recessions cull the herd. They weed out the product-centric salespeople and the activity-based managers.
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People don’t buy from people they like. No! Your buyer doesn’t care about you or your product or service. It’s not your job to overcome objections, it’s your buyer’s.
Closing isn’t a skill of good salespeople; it’s the skill of weak salespeople. Price isn’t the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.
For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics.
Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change). Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world.
In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today’s frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers. Today’s sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value.
Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter:
- Shorter Sales Cycles
- Increased Revenue
- Elevated Deal Values
- Higher Win Rates
- Fewer No Decisions
- More Leads
- and Happier Buyers
Gap Selling elevates the sales world’s selling IQ and turns sales order takers into sales influencers.