Dan:
In last month's newsletter you provided us with your thoughts on how we should respond to the Corona Crisis. I have tried reaching out to my clients as you recommended, and some calls are trickling in. Could you please provide some additional concrete best practices for those of us who are new to this virtual selling environment?
Peter
Brookfield, WI
Peter:
Thank you for your excellent question.
First, there is no doubt about it -- these are tough times. It is natural to feel discouraged and to focus on all the drama and tragedy that this chaos has brought to us. I think, though, that the Sales Superstar considers this a time for change. Change brings spectacular opportunities, if we are willing to reach out for them. Customers are in immense pain. More now than ever, they are looking for trusted advisors who can teach, inspire, provide insight and guide them. Sales Superstars see this as a bonanza. They may agree that:
"It's not the strongest of the species that survive; nor is it the smartest. It's the ones that are the most responsive to change that survive."
-Charles Darwin
I would insert the word "fastest" in addition to "most responsive". While your competitors are crying in their soup, Sales Superstars are rapidly adjusting to the new world of virtual selling.
"When the winds of change blow, some seek shelter, others build windmills."
-Chinese proverb
"When you change the way you look at things, the things you look at change."
-Wayne Dyer
Sales Superstars will consistently win major orders from clients. In this new and virtual world of selling, absolutely nothing has changed relative to the fundamentals of Superstar selling.
Remember some of the basics:
- Earn Trust!
- Help the client understand and discover an unmet need or opportunity
- Demonstrate and quantify how your offering will benefit your client
- Show exactly how your solution is uniquely positioned to address your clients' needs and opportunities
- Guide the client on the optimal process to achieve success
The key now is to find ways to adapt these fundamentals for the virtual selling world where in-person visits will be EXCEEDINGLY rare.
Here are two essential things you should be doing right now!
First, as you begin to engage with your clients, remember you are on the left side of the Trust Triangle. You should be focused on earning trust. One of the best ways you can earn trust is to empathize, inspire and HELP customers manage through this CHAOS! Start with showing empathy and competence by using powerful questions, such as:
- "I am really sorry. I noticed that...your top line revenue has taken a hard hit...you recently had to furlough many of your employees and make several budget cuts in your organization. It must be having a tremendous impact on you both personally and professionally. How can we/I assist?"
- "What are your most pressing, urgent challenges that you and your team are now facing?"
- "We are seeing most of our clients shift their attention to...and prioritize...Would you agree?"
- "Most of my other clients are seeing big changes in...How are you responding?"
- "How do you believe your long-term vision will be impacted by the virus?"
Second, you must become an expert on the key tools that will allow you to engage with clients in a virtual environment. Two of the most important tools are on-line Virtual Meetings and Presentation Software. I cannot emphasize this enough. You should be able to conduct on-line meetings and presentations with and without video. Your meetings and presentations should be able to be recorded, edited and sent out to those key stakeholders who could not attend. You must become adept on the correct lighting, camera angle, framing, settings, clothing, background etc. There is absolutely no room for amateurs. Sales Superstars will thrive in this virtual selling world. Time to step up your game NOW! Do not wait. There there are several platforms to consider and there are many on-line tutorials on the best practices of their usage. Practice, practice, practice.
Combining your new virtual skills with the trust-based, strategic and consultative Trust Triangle Selling methodology will make you a Sales Superstar! It all works!
Good Selling!
