Selling in a "Recession Threat" environment

When we are Value Sellers and not commodity sellers, we justify the value of our product or service and quantify the results, hopefully in a hard cost way.

Differing economic climates mean adjusting what we value.

I've had the opportunity to sell during many different periods including a few recessions.

I hope that others add to this in the comments, but here is my value list for recession threat:

• Fear out-sells gain every time. Recession is about fear, I am a positive person, but you need to feed the fear in order to deliver a saving positive proposal to you customer
• Value- "Since hiring is going to slow or freeze, your company has to do more with less"
• "Software is tied to productivity, you need to prepare now with our product for the fewer headcount you will have tomorrow. Here is the savings ratio ..."
• The recession plan is a C-Level initiative." My software needs to be part of that plan, here are the numbers why ..."
• "We will provide you a creative payment plan to cover four years of productivity vs cost to help with the headcount issues. This needs to be in your plan."
• "You do need to freeze spending, but not on items that go into your recession plan. We are part of the solution"
• THIS IS THE TIME TO SELL HIGH IN THE ORG. It takes time for the new initiatives and edicts that freeze your sales to be be understood by the departmental buyers. The C-Level is making the plans and they only care about your $$ value to their plan. Sell to that.
• Now is the time to adjust your selling, or come closing time you may be surprised.

Coach Craig