Selling in a Crisis
‘Keep Calm and Carry On’ – probably the worst advice to give!
We are in one of the most challenging times most salespeople will have ever faced. It is not ‘business as usual’ and to try to address it as such but just using video conferencing technology is a mistake.
The whole environment is different, but this does not have be viewed negatively. Indeed the top sales professionals will turn it to their advantage by using the opportunity to do something different and keep their competitive edge. Whether this is through better thinking and planning or reaching out in a new way, the opportunities are there.
To do this effectively requires change, not to carry on as before. In principle the changes are around Mindset and Structure.
Mindset is about understanding how to ‘Keep Calm and Take Control’. The professional salesperson has the opportunity to provide a calming influence to those around (customers and colleagues) by using T-CUP psychology – thinking clearly under pressure. By projecting stability discussions can move beyond shared panic to a more productive shared planning.
Structure becomes important as sales interactions will be different. Whilst there is the need for trying to ensure a degree of continuity, discussions will not be ‘normal’. Working in isolation can mean having clearer thinking space an effective salesperson can use the time to guide customers through frameworks to provoke insightful reflection.
Difficult times means spotting opportunities without being opportunistic and pursuing profit without profiteering. It’s what professionals do.
Brindis has developed training specifically to help sales people in these times;
Adopting the right mindset
Using appropriate media
Structuring the approach
Using Social Selling techniques
Developing and using a personal action plan
Using Different Media
Media Best Practice
Opportunities for the Salesperson
Opportunities for the Relationship
Using a Structured Approach
Bringing It All Together