As the U.S. ramps up tariffs on key imports - from Chinese tech to European steel—your buyers are feeling the pinch. Cost anxiety is back in the room, whether they say it or not. Margins are thinner. CFOs are breathing down necks.
But here’s what no one tells you: Tariffs don’t just disrupt supply chains. They mess with confidence.
And confidence is what closes deals.
Real Talk: “We Need to Pause” Might Mean “We’re Freaking Out”
If you’ve heard more price objections, longer sales cycles, or prospects going dark lately... you’re not alone. According to Bloomberg and CNBC, businesses across sectors—from industrials to SaaS—are tightening budgets due to trade volatility.
Here’s what that means for you:
Slower decision timelines
More cross-department approvals
Higher stakes for buyers to justify a purchase
You can’t just “pitch harder.” You need a better process
3 Sandler Moves to Keep Deals Moving (Even in a Market Like This)
1. Requalify with Pain, Not Just Budget
When margins shrink, it’s tempting to chase anything with a budget. But your job isn’t to sell—it’s to solve.
Use the Sandler Pain Funnel to uncover how tariffs or cost pressures are actually impacting their day-to-day:
“How are the new pricing pressures affecting your Q3 strategy?”
“What happens if you don’t solve this by year-end?”
This isn’t a script. It’s a mindset: Diagnose before you prescribe.
2. Use Up-Front Contracts to Lock Down Commitment
In uncertain markets, clarity is king.
Before ending any meeting, set a clear Up-Front Contract:
“If we both agree this makes sense, what happens next?”
It turns ghosting into a decision—yes, no, or referral. And it saves your team weeks of wasted follow-up.
3. Coach Your Team to Sell with Confidence (Not Desperation)
When sellers feel the pressure, they discount.
When they believe in the process, they lead.
Your job as a sales leader is to:
Train behavior, not just talk tracks
Review pipeline based on next steps, not emotion
Role-play objections rooted in pricing fear
Need help building this culture? We’ve built 7-figure pipelines by installing this exact system.
From Summit25: What the Experts Are Doing Right Now
At Sandler Summit 2025, top-performing leaders shared how they’re navigating the noise:
In “It’s Not Fear That Kills You in Sales, It’s Doubt,” we learned that belief and behavior beat market conditions every time.
“Explode Your Sales” showed how a sales playbook built on clarity—not chaos—drives growth even when markets squeeze.
“Strategic Growth Roadmap” outlined how to align team, tech, and targets under pressure.
You don’t have to white-knuckle your way through Q3. There’s a process for this.
Take Action Now: Don’t Wait for the Next Price Hike
You’re already seeing the signs - longer closes, tighter budgets, nervous buyers.
The next six months could cost you big unless you:
Rebuild your team's qualification system
Redefine what a “real opportunity” looks like
Retool your pipeline for faster, more confident closes
Let’s talk. Book a quick call with our team and we’ll walk you through how other companies handle it; with fewer missed deals and stronger margins.
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