Every week since the start of the pandemic, I’ve asked sales reps a two-part question.
I have to tell you, their answers really DON’T sit well with me!
I’m going to share the questions and answers with you, but;
I want YOU to think about how you would answer these questions and;
If your answer might be limiting the results you’ve been getting during the pandemic.
Has your company provided Covid-19 specific training to help you adapt to selling during the pandemic?
Ready for a shocker?
Typically 70% HAVEN’T received any form of training.
Meanwhile, there are guys like me out there who have offered to train entire sales teams in a Covid-19 specific program for less than a thousand dollars.
Some of us are even including sections of our blogs instructing Sales Managers on how they can use that blog post as a FREE training in their next sales meeting.
Quite frankly, to be 5 months into a worldwide crisis and to have not trained your sales reps is irresponsible!
Ready for the real shocker?
What are YOU doing to invest in yourself if your company isn’t offering Covid-19 specific sales training?
90% tell me they have done NOTHING.
For those who been targeted in the company lay-offs, I get it.
Once again, there are tons of FREE things out there, but I’m not really talking about those who aren’t working right now;
I’m talking about those who have plenty of money for a new tattoo, a new toy, dinners out several times per month, but;
Dropping $99 on a Covid-19 sales webinar, or;
$299 on a Covid-19 sales course is out of the question.
In fact, many are so busy pointing the finger at their “cheap boss” for not being willing to reimburse them for their training that;
They think that somehow lets them off the hook.
5 months into this pandemic and you’ll need to make a decision ASAP!
Sales Managers: You need to decide to take this seriously enough that you’ll offer your team training to navigate this new landscape.
Sales Reps: You need to decide to take this seriously enough that you’ll invest in yourself.
You can (God forbid) slap down your credit card and invest your money in Covid-19 sales training, or;
Invest your time in podcasts, blog posts, etc.
To continue to ignore the need for change right now is a really bad look for you!
How To Prospect During Covid-19
I put together a Covid-19 prospecting resource that includes tactics and templates to help you get in front of MORE opportunities.
Have you downloaded it yet or are you hoping this pandemic thing will blow over by tomorrow?
Here’s what you’ll gain access to;
Session I: 7 Approaches To Prospecting That Are Incredibly Relevant Right Now.
Where the “money” is right now and one counterintuitive approach 99% of your competitors haven’t thought of.
A thought process that smart companies utilized during the last recession that changed their results dramatically.
A philosophy American Express pioneered that could work wonders for you right now!
How to REALLY get on your prospect’s radar screen WITHOUT being gimmicky or insensitive.
Session II: Retooling Your Cold Calls.
3 phone scripts designed for prospecting during the pandemic. And yes, I’ll send you the templates.
3 voicemail scripts that are relevant to what your prospects are concerned with, right NOW. What? You’d like the templates? Done!
How to respond to a new wave of phone objections and stalls without being insensitive about it! And just for the heck of it, we’ll have a little chat about what to say when someone gives you hell for prospecting “at a time like this”.
How to create “mental body armor” and avoid burnout!
Session III: How To Utilize Emails and LinkedIn In A Way That Adds Value.
Why emails crash and burn during times like these and what you can do IMMEDIATELY, to change that.
10 emails that have been created to help you communicate more effectively during Covid-19. Will I send you the templates? Hell to the YES!
A PDF With 10 Subject Lines
The hidden LinkedIn tactic that will make you a star with your network, NOW more than ever!
What you should do INSTEAD of putting endless hours into posting content.
10 LinkedIn templates that will help you stand out with your network.
Session IV: Creating A Prospecting Cadence That’s Helpful, Caring, and Incredibly Effective!
The 5 components of your cadence that MUST be adjusted during Covid-19
3, count ’em, 3, pre-made prospecting cadences, complete with templates, scripts, etc.
A tactic that creates anticipation for your next call, email, etc.
Download it instantly and go at your own pace!
(4) 60-75 Minute Prerecorded Training Sessions
(3) Phone Scripts
(3) Voicemail Scripts
(10) Email Templates
Bonus PDF With 10 Attention-Getting Subject Lines
(10) LinkedIn Templates
Personalized Feedback After Each Session When You Hand In Your Homework Assignment!
Email Access To Paul Castain To Answer Any Course Related Questions