Here's a typical abbreviated response I got today to the question, 'How's business going?'
"Would like it to be booming, but unfortunately it is the latter. Generally the deals in the pipeline are getting deferred, and reduced in scope. We have a steady stream of work from existing clients, but there's not the extra that there used to be 12 months ago"
We all know that this company is not alone in seeing clients deferring their purchases in this market.
Addressing your clients purchasing deferrals successfully pivots on the quality of your sales people's consultancy and the robustness and detail they have on the ROI your solution will provide to the client. (In this market it needs to be at a spreadsheet level!).
If your clients are waiting for the market to pick up before investing in improving their bottom line results (with your solutions)...then they may lose the financial ability to invest in the tools they need to survive.
The question is when do they need to begin enjoying the improvements in their bottom lines that you guys can offer?
Now or later when it's too late?
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Liam Venter: Author of the popular sales training manual
'The Consultative Sales Professional'
You can obtain a copy here