How To Cope With a Customer Layoff

Last Updated Jun 17, 2010 2:35 PM EDT

SCENARIO: You're in a meeting with a new prospect. During your meeting, one of the prospect's co-workers interrupts with a rumor that there's going to be a massive layoff. Here are you choices:
  • #1: Ignore the rumor. This is not your problem, so proceed with the sales call as if nothing had changed. Layoffs generally take months to execute, anyway.
  • #2: Investigate the implications. This news impacts your ability to make this sale. Find out whether your customer contact will still have buying authority after the layoff.
  • #3: Alleviate the fear. Decide whether the customer would prefer to commiserate and complain, or would prefer to take some other action related to the rumor.

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