Right now, the world is going through a forced digital transformation. Companies must adapt the sales processes they have used for years to remain relevant and competitive during the COVID-19 pandemic.
While there are a lot of methods that salespeople can use, from investing in route planning software to investing in new training, getting to know the problem first is essential. Keep reading to learn more about the issues faced by salespeople in the pandemic, along with how to overcome them.
Understanding the Problem
Coronavirus has created a worldwide pandemic. This is new territory for most businesses, forcing things like social isolation, which has prevented organizations from being able to sell the products and services offered. What made things even worse is that the crisis in the sales world can be at a pivotal time.
The buying process is going through a serious transformation, and sales teams are not able to keep up with all the changes going on. This has left some buyers with a subpar experience.
While this is true, there are steps your business can take to improve customer experience and ensure their sales process is effective. Keep reading to learn what these things are.
Everything Starts with the Individual
It does not matter if you are a salesperson, a leader of your own sales team, or if you are a business owner, you cannot wait for someone else to react. This is especially the case with the buyer.
If you have the role of a salesperson in your company, you must keep your discipline. Take time to make more calls, improve your sales pitches, and never wait for your leader to request that you do more or better. If you are the team leader, do not wait for your sales team to sell and then come to the realization that this is still possible. You should be setting an example of your entire team.
For business owners, you cannot afford to wait for anyone. If things are challenging, find tools and solutions that will help ensure your team overcomes this challenge. You should set an example of what you want to see from others in your organization.
Find New Opportunities
Consider how many of your business’s competitors are paralyzed because of this crisis. They are merely sitting on their laurels, waiting for everything to pass and for things in the sales world to go back to “normal.”
No one knows when or if the old “normal” will ever resurface. This is why you have to be willing to embrace this new “normal.” There are basically two groups when it comes to this. These include those who are now months ahead of the competition and who can withstand any change that comes their way, along with those who are stuck behind, shocked, and unsure what to do next.
What group do you want to be in? Hopefully, the first one. Remember, there is always something that you can do.
Never Ignore the Problem and be Empathetic
Some small companies are going to be dramatically affected by the crisis. You should not ignore this, and you should never try to sell to these companies.
You have to discover the right way to deal with this. When you have a customer who mentions the pandemic and states that they cannot or are unwilling to buy, do not try to deny what is going on in the world. Offer the needed support and get to know how the situation is impacting the business.
You may wonder why this is important. Do not get desperate, but make sure you are making rational decisions. Many buyers are acting based on strong emotions and who are afraid to take the initiatives that are now more important than ever before.
Reinforce Positive Messages while Avoiding Negative Ones
If someone wants to see negative or scary messages, they can turn the television on. If your prospects are talking to you, they should be impacted by the messages of disciplined individuals who are ready to get stronger. Avoid scare tactics or growing fear. Remain positive and help your customers feel the same. This is a more effective selling tactic than trying to scare them into buying.
Growing Your Sales During the Pandemic
While the pandemic has changed the world, it does not mean that you still cannot be successful in the sales industry. The key is to know how to adapt your efforts to ensure success in the new “normal.” Being informed is the best way to ensure you are prepared for what’s to come.
