The COVID 19 Pandemic will change how we sell our products and services now and in the future. In my coaching business, I have already witnessed a forced shift in how salespeople interact with customers.
1. Meeting face to face with customers is replaced with video conferencing and telephone calls.
2. Cold calling has changed to prospecting by email and telephone.
3. Developing relationships has changed from Dinners, Golf, Events, and Conventions to implementing ways to show empathy and compassion.
4. Educating customers on your products has been replaced by online training seminars.
Many of my clients are asking what selling will look like in the future. How will the selling business model change? How can we ready our sales team for these changes?
Here are five tips for preparing for the changing world of selling:
- Poll your customers now on how and when they will engage will your sales team.
- Provide options to your customer of how they can interact will your salespeople. Ex. Online scheduled meetings, face to face meetings with Social Distancing, Conference calling, etc.
- Educate your salespeople on making Online sales presentations, Training sessions, Phone Relationship Building, etc
- Train your salespeople on how to use intuition and empathy to build trust with your customer.
- Create a structure and process for new customer acquisition—a structure for lead generation, referrals, etc.
The game is changing, and we must adapt to the new rules. #greencliffllc.com
The coronavirus is changing how salespeople can sell and service their customers. Many companies have banned their sales team from travel, and customers are canceling any face to face meetings. Industry events and trade show selling events are canceled for this year and will hamstring sales representatives that are dependent on sales from these yearly events.
All isn’t lost. Below are eight things you can do today to increase sales when you are unable to meet with your customers.
1. Revisit the plan. Make sure that you focus on the goals and objectives for your success. Take the time to list out the steps that will be required for you to achieve your intentions for the next three months. These steps need alteration due to the daily changing environment.
2. Align with your management. Take your steps to achieve your goals to your manager for review. It is imperative now that you are in lockstep with your management on the activities and actions you will be competing for the next three months.
3. Contact your customers by phone. Find out how this virus is affecting their business. Find out the ways you or your company can help them through this crisis. Assure them that this shall pass, and you are a partner in their success.
4. Use of Technology. Send out text and emails to inform and reassure customers that you are still working and providing service and products. Let them know you are available for voice and video conference calls. Share with them your online scheduler so that they can set up appointments and conferences at their convenience.
5. Time block your days. Without the structure of an office environment, many sales representatives can become easily distracted. Time block your days so that you are implementing the steps you created for achieving your objectives.
6. Cold call by phone. I started in sales by selling custom printed business forms over the phone. It was challenging to paint a mental picture to a customer of what their new Invoice would look like by describing it verbally. We found ways to communicate with our customers by listening very carefully to what they were saying to us. Listening to understand is an opportunity to hone your listening skills and translate that into sales opportunities.
7. Catch up on paperwork. Complete those sales reports, expense reports, forecasts, proposals, and bids. Many sales representatives have derailed their careers by not completing the paperwork required. The time not being used to drive or fly to customers can be used to catch up and set the stage for those times when the phone is ringing off the hook with opportunities.
8. Educate yourself. Read, Watch, and Listen. Make time each day to educate yourself and hone your selling skills. Subscribe to all industry publications, news feeds, blogs, newsletters, YouTube channels, etc. I had a Sales Manager’s job in Andover, MA, and a home in Manchester, NH, about an hour commute to and from work each day. The company I worked for had a cassette library (before the days of the internet) in which we could check out three cassettes at a time. I was educated in sales and management by the most celebrated inspirational leaders of that time. I listened to Og Mandino, Zig Ziglar, Buck Rogers, Lou Holtz, Peter Drucker. They became my mentors, and I patterned by management and selling styles from their teachings.
Cliff D’Angelo – Greencliff LLC, Habit Finder Coach, Leadership, Sales Training
My grandmother was a remarkable woman. She lived a long life reaching the age of 101. Carrie Pileri taught me many life lessons that have helped me personally and professionally. I would like to share these lessons with you in the hope that they will help you and your business through these difficult times.
1. Perseverance – My grandmother was married to my grandfather, a shoemaker at the age of 16 in the early 1900s. They proceeded to create a family of 5 children into the great depression. Shoemakers don’t make much money. They survived the depression and never went on public assistance. I asked how she was able to make it through this difficult time. She said that they made do with what they had. They persevered through the difficult times.
2. Positive Attitude – My grandmother was one of the most positive people that I have ever met. She endured many tragic events in her life. My grandfather passed away from a heart attack when she was 50 years old, forcing her to close the business and find employment. Only having a 7th-grade education, she could only find jobs that paid minimum wage for the rest of her life. Two of her children passed away before she did. But she maintained the most positive attitude despite painful experiences. She always greeted everyone enthusiastically with great joy in her voice and a smile on her face.
3. Passion – My grandmother was passionate about people. She loved her family, friends, and community. President of her church for over 25 years. She was raising millions of dollars for the United Way. The Mayor of Buffalo, NY, honored my grandmother for being Senior Citizen of the year. She was the matriarch of her neighborhood.
4. Action – My grandmother never stood still. She was on a mission to serve other people her entire life. She was at every grandchild’s concert, sporting event, graduation, etc. She worked hard at everything, whether it be washing the dishes after a big family dinner or raising money for charities. My grandmother knew that actions speak more than words.
We will all face many painful life experiences in business and life. If we meet them, Perseverance, Positive Attitude, Passion, and Action, we will get through and set the example for generations to come. Please apply these ageless principles and remember that This Too Shall Pass.