In times of crisis, it can be difficult to maintain sales numbers. It can be difficult to motivate yourself to keep making sales at your normal pace and it can be even harder to get prospects to sign contracts when the future is uncertain. But you’ve learned to adjust your sales strategies for a variety of selling situations. Gerhard Gschwandtner, writing for SellingPower, says you can do the same now by following these tips.
Consider the Worst, But Hope for the Best
Your attitude toward anything often sways the outcome. Sales is no different. If you go into a sales meeting focusing on the worst possible outcome, you’re unconsciously influencing your prospects to do the same. So, have faith, but know that the process will likely be considerably slower because of the coronavirus. Be patient and empathetic with your prospects, offer support where you can, and be confident in your product or service’s ability to help them. Confidence will be in short supply until things are back to normal. Make sure it's a key part of all your sales strategies.
Reach Out to Your Customers Now
The whole world seems to be shutting down, but you can’t, and you can’t let your clients wonder what your next course of action is. Reach out to them and find out what they need from you at this time. Maybe the need will lead to another sale or maybe it’s just the reassurance that they still have your help when they need it. Either way, your clients will remember that you took the time to personally reach out to them, even during a confusing time. Sometimes even the simplest parts of sales strategies can spark customer loyalty and future sales.
Focus on Improving Your Skills
Sometimes even the best laid plans are unfruitful. If you’re still not making much headway in your sales, don’t panic. Instead of trying to force sales where you can, focus on professional development. Find some webinars on selling skills or meet up virtually with some coworkers to compare sales strategies and tactics. Keep your skills sharp for when sales pick up again.