From our blog

Leverage Loss Aversion to Drive Sales in an Economic Downturn

6 May 2024

The current economic downturn has presented numerous challenges for businesses, with a significant decline in consumer spending and a general air of uncertainty. Sales professionals are now forced to adapt their techniques in order to survive and thrive in these tough times. Two psychological concepts, loss aversion and status quo bias, can provide valuable insights on how to approach selling in an economic downturn. By understanding these principles, you can develop strategies that tap into customers' emotions and boost your sales success

3 Types of Empathy to drive sales during economic downturn

24 Apr 2024

To make sales in an ecomonic downturn we need to evolve some of the usual Value Based Selling approaches to become more in tune with the customer and demonstrate empathy to the situation.

What many people don’t know if that Empathy comes in 3 different ways:


Friend, Predator or Potential Lover

17 Apr 2024

Friend, Predator or Potential Lover - these are the 3 options when people meet you for the first time! This is true across all media - whether it's an email, text message, phone call or face-to-face meeting. The challenge is that they take the minimum amount of data to come to a decision, hence they hang up, trash the email, or try to cut your interaction short.

If you want to learn more about how to maximise the chances...


How to build Distinctive Dominance is SaaS sales

3 Apr 2024

How to build Distinctive Dominance. Product features and functionality is easily replicated so its hard to identify USPs but demonstrating a Distinctive Dominance in the mind of your customer will ensure you win more business and retain more customers.


Client Centricity - the heartbeat of sales

27 Mar 2024

Many businesses proudly wear the badge of being 'client-centric'. But is your version of client-centricity merely a buzzword, or is it genuinely embedded in every facet of your business? Take a look at 3 core elements to become more customer centric.


Insight Agility: How to pivot your sales team

13 Mar 2024

Insight Agility, is about how hi performing sales organisations gather insight, package it in a way that enables the sales team can use it to continue to reshape their Go-To-Market approach and win more business, even in an economic downturn.


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