Force Management

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 customersEmphasizing the value of your expertise rather than that of your solutionUncovering a buyer’s strategic priorities and reframing your solution’s value accordinglyFour critical questions about the customer’s decision process to ask yourself as you move deals forwardHere are some additional resources:Reframing Your Buyer Message for What’s Happening Right NowThe Most Powerful Tool for Your Sales Organization: What is a Value Framework?