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Aired on April 5, 2022
Episode 140
Selling During Uncertain Times
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Selling during tough times? Understand your customer's needs, adapt your pitch, leverage digital platforms, provide value, and stay positive & persistent. You've got this! With the right approach, you can excel in your sales role and emerge stronger. Keep hustling and closing those deals!

Selling During Uncertain Times


Hi there, fellow sales professionals! ud83dude00


We all know that selling can be tough, but it becomes even more challenging during uncertain times. Whether it’s economic instability, a global crisis, or just general unpredictability, selling door-to-door or meeting with potential clients face-to-face can suddenly become a daunting task.


But fear not, because I’m here to share some tips and tricks to help you navigate through these uncertain times and continue to close those deals like a pro!


Understand Your Prospect’s Needs and Concerns


During uncertain times, your potential clients may have a lot on their minds. They might be worried about the future, their financial security, or the well-being of their loved ones. As a salesperson, it’s crucial to be empathetic and understanding of these concerns. Take the time to listen to your prospects and truly understand their needs and pain points. Show them that you care about more than just making a sale. This will help you build trust and rapport, making it easier to guide them towards a solution that meets their needs.


Adapt Your Sales Pitch


The sales pitches that worked like a charm before may not resonate as well during uncertain times. It’s important to adapt your approach to reflect the current climate. Highlight the ways in which your product or service can provide stability, security, or peace of mind. Tailor your pitch to address the specific concerns that your prospects may have during uncertain times. By doing so, you’ll demonstrate that you are aware of the challenges they are facing and that you have a solution that can help.


Leverage Digital Platforms and Technology


With face-to-face meetings and in-person pitches becoming increasingly challenging, it’s time to embrace digital platforms and technology to support your sales efforts. Utilize video calls, webinars, and virtual demos to showcase your offerings and connect with potential clients. Enhance your online presence through social media, email marketing, and digital advertising to reach a wider audience. By using technology, you can continue to engage with prospects and keep the sales process moving forward, even when physical interactions are limited.


Provide Value and Build Trust


In uncertain times, the value you provide to your prospects can make all the difference. Give insightful content, resources, and information that can help them navigate the challenges they are facing. Position yourself as a trusted advisor rather than just a salesperson. Share success stories and testimonials from existing clients to build credibility and inspire confidence in your offerings. When you consistently deliver value and build trust, you’ll find it easier to keep the sales conversations going, even when the environment is uncertain.


Stay Positive and Persistent


It’s easy to feel discouraged when faced with uncertainty, but maintaining a positive attitude is essential for sales success. Keep your energy high and your enthusiasm contagious, even if you’re facing rejection or hesitation from prospects. Remember that persistence pays off. Follow up diligently, nurture leads, and stay engaged with your prospects. By demonstrating your unwavering commitment to helping them, you’ll stand out as a sales professional who goes above and beyond, regardless of the circumstances.




Selling during uncertain times may pose its own set of challenges, but with the right mindset and approach, you can continue to excel in your sales role. By understanding your prospect’s needs, adapting your pitch, leveraging technology, providing value, and staying positive and persistent, you can navigate through uncertainty and emerge as a stronger and more effective salesperson. Embrace the opportunity to connect with your prospects on a deeper level, and remember that you have the resilience and capability to thrive in any environment. Now, go out there and show the world what you’re made of!


Alright, that’s all for now, folks. Keep hustling and keep closing those deals, even when the going gets tough. You’ve got this!

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Biggest Takeaways:   

  • Remember that you are a human being first.
  • If you reduce uncertainty for your prospective clients and customers, you are much more likely to win the sale.
  • You need to be able to stand up and lead and guide and say no, or to redirect and give solutions that are the most appropriate based on what you’ve just discovered.
  • When we create too many gates to navigate through, your client is essentially going to get stuck at every point along the way. Be simple. Reduce complexity.



  • What I want you to know in first place [02:15]
  • The 1st thing to remember to sell during uncertain time [05:22]
  • The 2nd thing to know in order to sell during uncertain time [10:54]
  • The 3rd thing to change to be able to do sales during uncertain time [14:48]
  • The 4th thing you need to learn in order to sell during uncertain time [19:52]
  • The 5th thing to know in order to sell during uncertain time [21:50]


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