Being a smarter Salesman: why Crisis trumps Growth

"As sure as the Spring will follow the Winter, prosperity and economic growth will follow recession" (Robert Foster Bennett)

One truth stands out: when trouble strikes, it takes precedence over growth. This isn’t just a catchy phrase; it’s a reality that shapes how our stakeholders perceive their needs and make decisions.

The Crisis Perspective: Survival First

Picture this: a client is in the middle of a crisis, perhaps facing a significant operational issue or a sudden market shift. In these moments, their focus is laser-sharp on survival. They’re not thinking about the latest upgrades or innovative features; they just want a solution that can pull them out of the storm.

When clients are in trouble, they need reassurance and immediate action. They want to know that you understand their predicament and that you can provide the support they desperately need. This is where your service must shine—not as a luxury, but as a necessity.

In crisis situations, your messaging should be straightforward and empathetic. Highlight how your service can provide immediate relief and stability.

The Growth Perspective: Opportunities Await

Now, let’s shift gears. Imagine a different client scenario: business is booming, and they’re looking to expand. Here, the conversation changes entirely. Instead of focusing on survival, they’re interested in growth, efficiency, and innovation. They want to explore how your service can help them scale and improve their operations.

In this context, clients are open to discussions about upgrades and new features. They’re looking for ways to enhance their competitive edge and achieve their strategic goals. Your role is to present your offerings as valuable tools that can help them reach new heights.

When clients are in a growth mindset, emphasize the potential benefits of your service. Showcase how it can drive innovation and deliver long-term value.

Understanding these two perspectives allows you to adapt your sales strategy effectively.

Keep in mind that in both crisis and growth situations, the common thread is that price is not the primary concern.

Take the time (always) to understand where your clients are coming from, whether they’re in crisis or seeking growth, showing that you care about their situation builds trust. This will help you in presenting solutions that cater to both scenarios (for those in trouble, focus on immediate support | for growth-oriented clients, highlight the potential for improvement and innovation!)

As we like to say with Yoda: it’s not just about selling a service...it’s about being a partner in their journey.

Whether they’re navigating turbulent waters or charting a course for growth.