Written by: Vickie Sullivan | April 06, 2023
How Company Layoffs Impact Your Sales Process
The many layoffs happening at companies have likely created a wrinkle in your—and many others’—sales process. The buyer you have been working with may suddenly be gone.
This is a very different dynamic than when buyers change companies or jobs. Layoffs come without a lot of warning, so your buyer doesn’t have time to introduce you to their replacement.
To avoid getting derailed, you must prepare for this possibility. Here are two preemptive strikes you can take:
• Understand the buying process sooner rather than later. In the exploratory phase of the sale, ask who else is involved in the buying decision. Even if those other players are influencers, they can be good resources if your primary contact suddenly leaves.
• Reevaluate ghosting. When a buyer goes quiet, you might assume the buyer is no longer interested. You should also consider that your contact may not work at the company anymore and proceed accordingly. Ask yourself: Who else do I know at the company that I can reach out to? This is where goodwill towards administrative staff pays off.
Listen: What You Should Do When Your Buyer Is Gone
When companies lay off employees, partners like us are usually the last to know. In this type of situation, upfront preparation can save a lot of angst down the road. Let’s start now to prepare for this possibility.
Now Read This:
- How to Dodge Invisible Logistics
- Strategic Sounding Boards Give Real-World Advice for When the Rubber Meets the Road