Ask THIS to close a deal in a downturn

Saturday and Charlotte`s Sales Shares #10 is out!

Hello to 558 people and 125 newbies since the last week`s edition who have decided to keep it real, authentic and actionable.

This one is a 2 minute read on how to sharpen your sales skills in a tough economic climate

Your prospect/buyer`s budget is being scrutinized, spending is being cut and their FOMU (fear of messing up) is rife.


Salespeople don`t need to fear or hate tough times. It`s a time when every seller can stand out and create a fantastic buying experience.

You won`t be able to wing it anymore.

How can you do this well without messing up?

When I ask this I get reassurance, clarity and the truth from my prospect. They tell me in their own words why they think my proposal will get approval.

“I'm sure every new investment will be getting scrutinised now.

What is it about this one that you think will get buy in from the business?

First - this question acknowledges the situation the prospect could be in:

-the tough economic climate

-the potential hesitancy to buy new stuff

As a salesperson you`re

- showing empathy and you`re not afraid to callout the elephant in the room (the down economy)

-sensitive to the prospect,( you`re thinking about how tough it may be when they sell this internally)


The second question allows your prospect to highlight, in their own words, what they love about your solution. They might mention specific advantages of your solution. They will also feel more open to voicing any concerns.

For you, the salesperson, it`s an opportunity to highlight what the prospect loves about your solution; the before and after where they will become the hero once they buy from you. You`ll be able to tackle hidden concerns that you may have missed that could derail your sale.

When you`re up for it, there are 3 ways I can help you:

#1 Book a 1:1 sales coaching call with me

Ideal for SDRs, BDRs, solopreneurs and small business owners who want to hone their sales technique and leverage LinkedIn to social sell

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95 responses to the toughest objections all in one easy guide

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