Scott Anderson is Channel Sales Manager at Glympse. He had these reflections to share on selling during the current pandemic.
There’s no doubt that 2020 has been a challenging year for sales teams. The pandemic has led to social distancing, furloughs, closures, and dramatic changes in consumer behavior that have all contributed to this unpredictable environment. The balance between our roles as a salesperson and as an empathic human can, at times, feel impossible to manage.
Here are some things to consider:
- Reflect on what you’re offering and what problem it is solving for your customers. Given the new paradigm, you may need to step back and rethink your message. At Glympse, we’ve done a lot of reflection. While customer experience is still central to what we do, now safety and security are increasingly important in these times when consumers and businesses are hyper-focused on peace of mind.
- Engage with your prospects and customers. When bad things happen, it’s hard to know what to say, but saying nothing can cause more harm than good. Remember that relationships matter. Even if a company is experiencing a downturn, checking in and letting them know you’re thinking of them can mean they turn to you down the road.
- Be creative with how you fill your pipeline now. Virtual events are popular right now and may continue as we all work to flatten the curve. With so many folks at home, these can be a viable way to get leads interested in what you have to offer. Leverage tools such as webinars, email, SMS, and the old fashioned phone call to keep connected. Take this opportunity to try new messaging or techniques.
- Stay positive. Don’t panic and adapt. Pipelines may slow down, but that doesn’t mean you shouldn’t keep prospecting and selling. Keep your leads warm and remember that we will all get through this.