How do you sell in a downturn?
If you’ve never been in this situation before, I get it. It’s stressful. It’s confusing. And when you’re worried that you’ll come off tone deaf, it’s a challenge to know how to sell in hard times.
But I think you’ll find that the formula isn’t all that complicated. The tricks to sell in a downturn aren’t all that different from how to sell when things are going well. At least if you do it the way I’ve watched the most successful sales people I know do it.
I’m not in sales. I’ll be the first one to tell you that. But I’ve worked with a bunch of amazing people that are in sales. And more importantly, from a culture perspective, these tips will help you build an engine that sells more, even in hard times.
Here’s my three minute take.