This Book Will Help You Sell Through The Recession | Selling Made Simple

Like it or not, experts agree there’s a recession looming on the horizon. And the sales professionals that know how to tweak their strategy accordingly are the ones that will survive, even thrive over the next few years. Here’s how to do it. Today we’re talking about concepts covered in the amazing sales book The Challenger Sale by Matthew Dixon and Brent Adamson of the business advisory firm CEB. The Last Recession The last recession of 2008 and 2009. If you were working in the industry at the time, you probably remember how hard it was on sales professionals. Clients jumped ship, prospects were unresponsive and had a death grip on their budgets. And old tried and true strategies just didn’t bring in the same results. And yet, some reps were still able to succeed despite it all. Dixon and Adamson’s business advisory firm CEB surveyed thousands of sales reps from around the world during this period. And they found that those who did succeed had one thing in common… They pushed customers to think and act differently. Building relationships still mattered of course. But what was even more impactful was a rep’s ability to challenge the customer, push back, and take control of the sales conversation. And if you want in on that same success during a recession, here’s what you need to do… The 6-Step Push Back Method It all starts with the 6-Step Push Back Method. With a recession, times are tight. Everything is tight. And more than ever buyers want new ways to solve problems, not easy ways to get rid of their cash. For you, that means you’ll have to push a little harder when you know you can help a prospect in a way that’s different to what they want right now. You have a unique perspective on the customer’s business and communication ability. So it’s up to you to push back and teach prospects about the issue they’re facing. Your solution might not be the solution they’re looking for. But with a bit of education, they’ll realize it’s the solution they actually need. Okay, so how do you push back and teach? 1. The Warm-Up Step one is The Warm-Up. This is where you present your assessment of the key issues facing the customer. And you’ll use past clients and other prospects you’ve been working with as inspiration here. Let them know what you’ve seen with other similar companies. And then, wait for their reaction. 2. Reframing After that we move to reframing. This is where you’ll offer a unique insight about their problem that connects it to a bigger, more substantial problem or opportunity. For instance, a prospect may be looking for a project management tool since their accounting department can never hit deadlines. But if you’re selling an accounting automation program, you might reframe the problem as a software problem, not a time management problem. 3. Rational Drowning Step three is rational drowning. This is where you present the data that builds the case for why your prospect should consider your reframing. How much have other companies you’ve worked with increased their efficiency with your product? The goal is to make the prospect uncomfortable with their current approach and more open to a new one. 4. Emotional Impact Next is emotional impact. This step is about connecting the prospect’s emotions with the problem. Storytelling is a fantastic way to do just that. And in the Selling Made Simple Academy, we’ve got a whole framework dedicated specifically to storytelling. We’ve even done a video on the technique  which you can find at the end of this guide. After you’ve connected emotionally, it’s time to show them… 5. A New Way A new way. Talk about the capabilities your customer needs in order to solve this new, reframed problem. Here we’re selling them on the new solution. They have to accept that before we can move on to selling… 6.