Priority Shift
Vol. 2 Iss. 30
🔥 Hot Take: Priorities Can Change — Adapt or Get Left Behind.
In B2B sales, priorities can shift in an instant. Sellers who adapt quickly stay in the game. Those who cling to old assumptions fall behind.
🎯 Start with alignment.
The Priority Sale methodology emphasizes aligning your solution with the buyer’s top threats. But what happens when those threats change? Start by revisiting the conversation: Has something new taken precedence? The faster you identify the shift, the quicker you can realign your approach.
🧠 Understand the why.
A shift in priorities isn’t random — it’s driven by new pressures. It could be external, like market changes, or internal, like leadership directives. Use open-ended questions to uncover the root cause of the shift. This insight helps you adapt your solution to meet their new focus.
🔍 Reassess the landscape.
A shifting priority often means a new stakeholder is influencing the decision. Use The Priority Sale’s H.A.N.D.L.E. framework to navigate the updated buying committee. Identify who’s driving the new direction and tailor your message to resonate with them.
📢 Reframe your value.
When priorities shift, the value you offer may need to shift too. Highlight how your solution aligns with their new focus. For example: “You mentioned a growing concern about X. Let’s look at how we can address that immediately while still supporting Y.” This keeps your offering relevant.
🔄 Maintain urgency.
Shifting priorities can delay decisions, but urgency doesn’t have to disappear. Tie the new priority to immediate risks or opportunities. If they see the cost of waiting, you’ll keep momentum alive despite the change.
🛠️ Anticipate and adapt.
Shifts are inevitable, especially in a world of rapid acceleration. The best sellers prepare for them by staying flexible. Monitor your prospect’s environment, listen closely, and make any necessary adjustments as soon as new priorities emerge. Agility is your competitive advantage.
💡 Takeaway
Priorities will shift — it’s not a matter of if, but when. The sellers who win are those who adapt quickly, align with the new focus, and keep the deal moving forward. Stay flexible, stay relevant, and stay ahead.