Mar 3, 2022
When we face an uncertain future, people like to save resources. In fact, some companies are becoming more price sensitive because they’re trying to conserve their cash and hoard their resources. Sales people misconstrue this as a price objection, when what they’re really facing is a cost objection. How can we approach the challenges of these “tough times” and still bring value to our customers? One strategy guest Paul Reilly suggests is stretching the prospect’s time horizon into the future or into the past–anything to get their minds off of the ‘now.’ and give them a new perspective. Want more useful strategies? Take a listen, and don’t forget to rate and review The Sales Hunter Podcast! Download three chapters of Paul Reilly’s book, Selling Through Tough Times at: https://www.toughtimer.com or buy it here.
Learn more about Mark Hunter , The Sales Hunter at https://www.thesaleshunter.com .
In addition to this podcast, Mark offers in-depth masterclasses on a variety of sales topics. Choose from an amazing online course list at https://learn.thesaleshunter.com