Just because we’re in the middle of a pandemic does not mean there isn’t business. There are still major opportunities in the marketplace. The only thing that is different from selling before the pandemic is how we view sales and our approach. There’s a lot to share on this topic, but let me focus on 5 simple ways you can increase sales right now during a pandemic:
Video – 5 Ways to Increase Sales in a Pandemic:
Keep it simple! Don’t sell the complex solution. Things are moving too fast and in all but a few situations, it can be difficult to make a 20-year decision or to agree to a capital expenditure. Like never before, companies are developing contingency budgets to cover every possible scenario. This means you need to take what you sell and break it down into the simplest of ideas. Rather than selling the customer on the product that requires a significant commitment of capital, focus on an entry level version they can treat as an expense.
The complex decision will require multiple people and as a result, take more time. Things are changing too fast and are unpredictable for most companies to be able to make a long-term decision. You will allow yourself greater opportunities to help the customer by first selling them the simple solution and then building on it in the coming months.
Speed sells! Make the decision-making process fast and easy. This is not the time to approach a prospect or customer with the in-depth review or the demo that shows off everything you can do. Keep the sales process simple, and allow the customer to drive the discussion. This means being willing to go deeper than ever in your conversations.
The simpler you keep it, the more you can engage the customer, the faster they will see the value of how you can help them, and the faster they will be willing to make a decision. If there was ever a better time to ditch the presentation, it’s now! Your goal is to keep it simple enough for the person you’re speaking with to be able to make the decision themselves. Speed sells!
Don’t forget every purchase involves emotion! You might think what you sell is based on economics, but let’s be clear in the middle of a pandemic, economics don’t carry the same weight. Many times, how the customer feels about you and the situation at hand is just as important as the financial aspect.
Your tone of voice, your empathy, your listening skills matter. Trust and integrity are not things sitting on a shelf, either; they’re key attributes of the sales process. If your customer doesn’t see or feel those attributes, then don’t kid yourself, you’re facing an uphill battle.
Be clear on the outcomes the customer will receive. Your customer doesn’t need more things or another service, what they need is a solution to an issue they’re facing. Make this the central theme of your communication. Second, make sure you allow the customer to see how they will begin achieving the outcomes they’re looking for quickly. Time is moving fast, this is not the time to draw out the value of an outcome over a 5 or 10 year period. You must frame everything in the now, and how they will benefit starting immediately. The best way to do this is by keeping the conversation on the immediate and not on the future. When the customer begins talking and thinking about the immediate, the outcome’s value will increase and in turn, make the sale easier for you to achieve.
Don’t think for a moment you can’t sell. Your customers, your prospects, and even your leads need you more than ever. You are the R&D “research and development” for those you come in contact with. People are confused, people don’t know what the best options are, and it is your role to help. There are people out there that need to hear from you, some may know they need to hear from you and others may not. Both groups of people need to be sought after. This is a period in time when we cannot allow ourselves to solely focus on existing customers. To me, this is greedy, it means you’re holding back and not willing to help others.
This pandemic is a period of time we may never see again in our lifetime, so it’s our duty to make the most of it. Sales is not an afterthought, sales is a leading thought. Make it your mission today and everyday to be selling to help others.
Have you read my new book, A Mind For Sales? It just released last month, and I am encouraged to hear that it’s helping so many people. Many have told me it’s a must-read for all salespeople during this pandemic. Unlike my previous 2 books, this isn’t just about sales and prospecting, it’s all about your mind and your mind being one of your greatest assets to being successful. Go grab a copy on Amazon! I would love for you to post a review to help share the message of A Mind For Sales with others. Reviews are the best way to get spread the word!
Copyright 2020, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.