I was waiting at the security line at the airport just one week ago when I became involved in some crazy sh*t.
I coughed.
Yep, I had the balls to cough and it was enough of a cough to not only get the stink eye, from the lady in front of me;
She went into a panic (not exaggerating here) and quickly put on a surgical mask.
I’m not gonna lie;
I laughed my ass off;
One week later and this whole coronavirus thing is getting scary real!
So I thinks it’s time for us to talk about what you and your sales team need to be doing right now;
Aside from taking every safety precaution possible.
First, if you don’t have a work from home protocol, NOW would be a really good time to figure it out.
Sales Reps: I would start thinking about how you’re going to handle working from home, because I believe it’s coming. Think about a designated area, supplies and of course, how you’ll navigate interruptions, distractions, etc.
Coronavirus stalls and objections. I put this one in bold because you’re going to need to have a response at the ready that doesn’t have you come across as an insensitive prick.
Sales Teams: Put your heads together on this one. Brainstorm, crowd source this question on LinkedIn and most importantly;
Start role playing it (and not that kinky sh*t where the guy dresses up like a chick) because you’re going to be working this new muscle group shortly. Count on it, in fact, I’m already in a position where I have to respond to stalls and cancellations and we’re only seconds into this thing!
Sales Leadership: Make sure, and I mean really sure, that your team operates with the utmost integrity during this trying time.
Quick story to illustrate this point;
Many years ago my hometown was hit with a really bad hurricane and we were without power for 2 weeks.
Several convenience stores took the opportunity to gouge.
The dude on the corner of my block not only left his prices as is;
He extended credit to all his regular customers.
When things went back to normal (and they always do), he had a loyal customer base while the gougers lost theirs.
Moral of the story;
Do the right thing!
Sales Leadership and Sales Reps: Communicate with each other now more than ever! This isn’t a time to keep things close to the proverbial vest.
If your team team usually doesn’t have sales meetings, you’re going to need to start.
If you only have them once per month or quarter, understand that isn’t going to work going forward.
Take your “oxygen” first, then help others.
You know that safety message that we never pay attention to on our flights? They always tell us to take our oxygen first so we have the strength to help others.
Make sure you’re doing the same!
Listen to comedy.
Listen to uplifting music.
Read about positive things and NOT all the play by play sh*t in the news.
Understand that people are going to need a morale boost! This includes your teammates, prospects, and clients!
Be a voice of positivity!
Understand that just because a deal went on hold, it DOESN’T mean you should stop being a resource!
Might be a good time to double down on providing thought leadership to your prospects and clients.
One more story to illustrate a possible opportunity in what’s going to seem like complete insanity for a while;
Back in 2011 my business took a really bad hit at a time when we were in the startup phase and desperately needed the money.
It was a live event that crashed and burned really quick.
Financially it hurt, real bad, but;
It forced me to step back, and look at my business differently!
In fact;
I asked myself a question;
Is there an opportunity for me to work my business differently?
From that crappy experience, (and one simple question), came my online sales training products.
Sometimes when our world is turned upside down;
It forces us to look at things differently.
Peace!
How To Win MORE Deals!
We’re going to be discussing this topic during our webinar on March 19th, at 11:30 am EST.
Join us and gain access to the following;
- 30 ways to find buyers with a much higher degree of urgency to do the deal NOW!
- How to get the right players to your meetings… my definition of the “right players” might surprise you.
- How to establish your authority … BEFORE you even have your first meeting with your prospect. How to set the rules of engagement and outfox your competitors during highly competitive situations.
- 9 “Insurance Policies” you MUST take out with EVERY prospect!
- 10 forms of “evidence” that reduce doubt, skepticism and objections.
- How to create a higher degree of urgency during the “courtship” and how to ask for the business WITHOUT any of those cheesy “closing lines”!
- How to handle the price objection WITHOUT giving away the store and how to handle stalls like “I need to think it over” and “I need to run this by my boss”. And just for sh*ts and giggles, we might as well show you what to do when you think you’ve been ghosted.
- How to position yourself for a “second chance” when you lose a deal!
When?
Thursday, March 19th, from 11:30 am – 12:30 pm EST. Can’t join us live? Sign up anyway and I’ll send you the webinar replay and all the resources listed below.
Here’s What You’ll Get;
(1) 60 Minute Webinar Packed With Actionable Tips.
Webinar Replay (Sent Later That Day)
2 Templates That Have Been Working Like A Charm For Me
What’s The Investment?
$99
Please click HERE or the banner below to reserve your spot!
