How to Sell During a Recession

During a recession, it’s harder to sell than ever before.  

Budgets are tighter, decision makers are gun shy, and spending freezes are common. 

This has a direct impact on sales rep performance, as Repvue has recently reported a significant decline in the % of reps hitting quota in 2022 across all segments. 

In order to effectively grow your sales, you must change your approach. 

Here are three effective ways to grow your sales during a recession: 

1. Ignore the Noise

It’s critical to stay positive by filtering out how much negative news you consume. 

Not only will this prevent you from wasting time, but it will also prevent you from being influenced by all the fear and chaos from others.   

2. Focus on what you can control

It’s more important than ever to set your daily goals and focus on executing each day. Avoid distractions and prioritize RGAs. 

Specifically, spend your time on the following:

– setting meetings 

– preparing for meetings 

– doing meetings 

– following up on meetings. 

Without conversations with customers and prospects every day, nothing happens 

3. Adapt your Messaging 

When you encounter any price or recession related objections, reply with the following 7 words: 

“That’s exactly why we need to meet”

Companies across the board are focusing on reducing costs, increasing efficiency, and doing more with less. 

If you sell software, you must align your messaging to these areas and it will resonate.  

Your messaging should focus on how and where you can help with the challenges they are facing right now. 

In today’s video, I go into detail on each strategy and share examples of how you can pivot this message. 

I’ve had my biggest years during recessions, and I know you can too!


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