Selling During a Crisis
Below is an email response script guide to use when a customer tells you they have had their budget frozen or cut.
Hi Jeff,
We certainly understand budgets getting frozen and cut as we see this theme across many of our customers due to covid-19 impacts.
Several customers have found ways to make purchases for continuous uptime requirements or areas considered mission critical…
Are there databases in your organization that need to have continuous up time or are considered mission critical that could benefit from a SaaS subscription that can be considered an Opex spend?
We can offer delayed payment terms in the form of changing net 30 to net 90 or look at financing options with potential deferred payments for up to 6 months.
Are you available next week to discuss a few creative options?
How about Monday at 9am or Tuesday at 1pm?
Thanks,
(Your Name)
The objective is to get a deal regardless of external funding pressures by being creative and collaborating with the customer to find the budget for your “Mission Critical Solution”.
Being Tenacious and Driving Results is the key to Success!
Jerry Lang