The Corona-related restrictions of recent months have caused considerable economic upheaval. And even if it is now slowly being restarted step by step, there is still a long way to go before we can speak of normality again. Of course, this also has serious consequences for work in B2B sales, which you probably feel every day. Despite all the challenges, the current reorganization that is taking place in many markets is also a great opportunity. Companies that know how to deal well with the current peculiarities and cleverly support their customers can strengthen their market position in the long term. Sales and distribution play a key role in this. But to be able to perceive this in the best sense, you have to overcome your own obstacles. The following 4 impulses for sales work that open up opportunities during the increasing corona relaxations will help you achieve this.
Impulse 1: Empathy yes, false restraint no
It is true that many companies are currently struggling to make investments and make longer-term financial commitments. It is also true, however, that most of them are actively seeking solutions to emerge from the crisis stronger than before, to minimise negative effects and to be able to take advantage of the opportunities arising from the increasing loosening. The fact that in many places money is just not as easy to spend as it was a few months ago is leading many sales teams to a worried reluctance – but too often this is a false sense of reserve. The crucial point is that if you don’t act as a supplicant or salesman who wants to make money, but instead offer your customers or prospects a real solution to the challenges that are currently overwhelming them, you will meet sympathetic listeners in many places, not only despite the current situation, but especially in view of it.
Impulse 2: Internalising new rules
You will convince customers even more than before with genuine empathy and understanding for their current challenges and with practical ideas for solutions to these challenges. However, this requires a deep knowledge of the current framework conditions and rules of the game in the respective industry as well as the concrete way in which the respective company deals with the situation. A profound and very individual research is therefore indispensable. Which departments are currently open, closed or only partially operational? How does the company itself currently address its customers? How has the range of services changed in the meantime? How is your prospective customer involved in certain economic cycles and possibly indirectly affected? And how does the daily work routine of your contact currently look like? Ensure that honest understanding is a basic prerequisite and prepare practical solution ideas. Even if this is more time-consuming than usual.
Impulse 3: Clever use of time windows
For quite a few sales employees, remote work means more time capacity. Instead of long travel times to the customer, calls and video conferences are often held. These in turn, as many report, are often shorter and more efficient if individual participants work from home. Use these released capacities and invest them fully in customer research. Instead of having to accommodate more calls and contacts in the same time, increase the quality of your calls and thus increase the probability of closing a deal.
Impulse 4: Focus on fundamental knowledge
Indeed, many sales processes are tougher, more challenging and sometimes certainly more frustrating during the slow opening of the economy than they were before the global Covid 19 pandemic. All the more reason for you to become aware again of your actual tools as a sales professional. Because the tools that lead to success have not changed – only the content with which you have to fill them. Refresh your sales know-how once again consciously and go into the reorganisation phase well prepared and self-confident. Your chances outweigh the problems.
Rarely have there been so many major changes in the business model of numerous companies as during the Corona period and the loosening that is now underway. Implisense provides you with daily notifications of relevant trigger events free of charge. This makes it much easier for you to find out how your customers and prospects are dealing with the crisis and the new start.