To say the Corona virus has caused disruption in sales is an understatement. In a very short time how we do business has been radically changed, at least in the short term. What is a great salesperson to do?
Great salespeople can be a calming force during trying times. Yes this pandemic will certainly cause lost revenue, companies will go out of business, disposable income will decrease, asset values will fall, and all other sorts of unfortunate events. But salespeople are the best communicators. We need to be a rational influence at this time.
Take Care Of Your Customers
When dealing with a disruption in sales, our first priority is to take care of our customers. Some businesses are shutting down because of the pandemic. Others are increasing production to meet specialized needs to fight the pandemic. And for some others it is business as usual. The role of the great salesperson today is to be in close communication with their customers. Determine what you need to do to react to their changing needs.
- Shutting down production? Don’t deliver raw materials.
- Ramping up production? Can you meet the increased demand?
- Workforce residing at the factory? What is needed to house and feed them?
- Employees working from home? How can you facilitate this new paradigm?
- Retirement homes on lock down? What can you do to insure safe delivery of supplies?
- Medical services in greater demand? Are you offering unique ways to meet the demand?
Great salespeople are in contact with their customers to help them through this trying time.
Look For New Opportunities
When there is disruption in sales new opportunities present themselves. Some of your targeted prospects will become dissatisfied with their current vendors. New markets will arise for traditional products or derivatives of your current products and services. Whatever you do, do with integrity. Don’t be like the guys who bought 17,000 bottles of hand sanitizer to sell at grossly inflated price. Do find ways to be helpful to the community you live in. Great salespeople always look for opportunities. During this pandemic you might find them in unexpected places.
Learn A New Skill
I’m from the traditional school of face-to-face selling. For the next months that method will be limited. I’ll need to learn how to use communication tools like Zoom or WebEX to communicate with customers. My email communication skills will need a tune up. And I will rely more on the mobile phone for understanding and satisfying the needs of my customers. What new skill will you learn?
We Can All Learn From Each Other
Email me: firstname.lastname@example.org with how you are being successful during this pandemic. Or comment on this blog post. I promise I’ll respond and share insights in a future post.
What You Can Do Right Now Dealing With Disruption In Sales
- Be a calming influence.
- Be an asset to your current customers.
- Be aware of new opportunities.
- Be learning new skills.