Positioning Value in a Tight Economy

We’ve done a number of episodes about what to do in a tightening
economy and how to overcome economic headwinds. In this episode, we
focus specifically on the need to position value early on in the
sales process and how doing so can help you in more challenging
sales cycles where companies are increasingly reluctant to spend.
Force Management Senior Partner Tim Caito gives several helpful
pointers on how to reframe your value, particularly during periods
of economic turbulence. Tim’s advice covers:
The importance of viewing difficult economic times from the
perspective of customers
Emphasizing the value of your expertise rather than that of your
solution
Uncovering a buyer’s strategic priorities and reframing your
solution’s value accordingly
Four critical questions about the customer’s decision process to
ask yourself as you move deals forward


Here are some additional resources:
Reframing Your Buyer Message for What’s Happening Right Now
The Most Powerful Tool for Your Sales Organization: What is a Value
Framework?


Check out this and other episodes of The Audible-Ready Podcast at
Apple Podcasts, Spotify, or our website.