I’ve decided to write ten consecutive posts during ten consecutive business days, each that will offer an idea that salespeople can implement during this weird time. Manufacturer sales professionals will be challenged with travel bans and system integrators will be challenged with their end-users not choosing to see them or not being there at all. So, what can you do?
Idea #8: Assume that your customers need you now more than ever.I’m sure many of you have heard the below parable, but oblige me by taking a few seconds to read it again…
There were two salespeople competing for a promotion at a shoe company. After months of conversation, leadership could not determine a winner. So, they decided to have the two of them compete in a contest, with the winner getting the promotion. The company wanted to open a new store in a very rural part of their state, feeling like that region was underserved by retailers. The two salespeople were asked to spend a couple days in the new territory and then tell leadership how they would approach the market. The salesperson with the best idea would win the promotion.
Salesperson #1 only spent a day in the area and reported back to leadership immediately with a definitive conclusion: “We should not build a store there. It’s so rural, no one wears shoes.”
Salesperson #2 spent an extra day in the area and enthusiastically charged into the executive conference exclaiming: “We need to build several stores there. Everyone needs shoes.”
Salesperson #2 got the promotion!
What perception are you bringing to the market every day during this crisis? Permit yourself to wake up feeling like no one is working or buying anything, but by 7:30 make sure you’re in the right mindset and assuming that your customers need you now more than ever.
I’ve been shocked to hear how many of my clients are busy right now. The salespeople continue to be behind in generated quotes and the work is continuing to move forward. Last week, we spent much of our calls brainstorming ideas to manage this scenario. This week we’re discussing business again. It’s not booming like it was a month ago, but companies are still functioning, and they need you. More important to your success … you need to believe they need you now more than ever.
