3 sales techniques to use during Covid-19
Things have changed, have you noticed?
Of course you have; You’re probably working from home right now…
The question is: Has the way you approach your prospects and customers changed?
Believe it or not, I keep getting the same old emails and the same old phone calls from companies trying to sell me their products and services the same way.
It doesn’t work for them.
If you’re frustrated right now, and your sales results are declining, you may want to consider adjusting your approach.
Here are three things you can do right now to help you connect with people and help get you back on track from a sales and momentum perspective.
Number one: Try to be nice instead of being a salesman. Face it: people are scared right now and things are not normal. This is a scary moment!
Because of this, people don’t want to be thrown; instead, they want to be heard and recognized. This is the time to practice your “soft selling skills” like learning to empathize and listen to people.
Remember the old adage: “People buy from people they like, know and trust.” It’s time to show people how much you really care about them, and by doing so, you’ll begin to build that trust.
Action Step: Be more concerned with getting someone to share with you how they and their family are doing rather than how you can make a sale today. (Don’t worry, we’ll get to the sales part soon. For now, focus on making a real connection.)
Number two: Gently move on to exploring your company’s plans for when this is all over. Obviously, every company I talk to has some kind of plan for when this situation resolves itself. Ask about it.
It is helpful to share examples from other companies you are working with. For example, if a current or prospective client has told you that he plans to resume his full-time job at the end of this quarter and is committed to having a strong next quarter, then share it with the person he is talking to. And then ask them what their plan is. Share some details of your other prospects or clients.
In other words: Get them thinking about the future and find out their plans for it.
Number three: Prepare yourself as a trusted resource to help them move forward with their plans.
If you have done number one correctly, you will have created a safe and comfortable environment for them to trust you. Make a recommendation that this is a perfect time to “do the proper research” on your product or service.
Now do your job: Book that demo or give that presentation.
Always listen and respect your prospect’s timeline, but also always sell (gently, of course!).
Remind your customer or prospect that other companies are still planning, buying, and doing business to the best of their ability right now. Which can also help them remain competitive and take advantage of an improved business environment when the time is right for them.
And then book and give demos or presentations, and close sales.
The important thing right now is not to get discouraged, and the way to avoid it is to keep taking action. The key is to take different measures.
Use the three techniques above and watch how your call reluctance and return on trust and sales are subsidized.