Here’s a fun fact: Only 33% of decision-makers feel their organization is ready to get back to in-person work. What does this mean for the sales professional? In today’s episode of The Sales Evangelist, Donald shares three insights salespeople should remember as we adjust to the inevitable post-COVID return to office work. Over the next four to six episodes of the podcast, you’ll hear Donald talk with different sales leaders, authors, and sales coaches about what you need to know as we get back into the office full time.
Only a third of decision-makers feel their company is ready to return to the office.
- This Market Watch article details this statistic and that many decision-makers feel going back to the office will be unpredictable and potentially chaotic.
- What should the salesperson expect when they come back to the office?
Sales may slow down, and your sales process might take longer.
- Those decision-makers will have many fires to put out with the return to the office.
- They’ll have to ensure employee safety, implement new protocols, and return to their typical job as well. Meaning they might not have as much time to devote to your sale.
What can you do as a seller?
- Don’t assume the sale, but ensure the sale.
- Map out the whole sales process to visually see what needs to happen to the deal or project to get implemented quickly.
Communicate. And, whenever possible, over-communicate.
- Keep your prospect engaged and involved in the process to prevent them from becoming distant.
- Communicate through multiple channels to ensure top-of-mind thought. Don’t go overboard, but make sure you’re available and easy to find.
- Consider utilizing text messaging. It’s quick, it’s easy, and virtually everybody has their phones on them at all times.
- The purpose of over-communicating is not to get something or finish a sale; you communicate to bring value.
Become a digital seller, not a lone ranger.
- This article from the Harvard Business Review stresses the importance of being a digital-savvy sales professional.
- As the use of digital tools and analytics grows, Field Sales Reps will need more than just impersonal skills to be successful.
- The old profile of a “lone wolf” sales professional is giving way to a team player who can collaborate with others.
Donald’s final takeaway: If you think the buyer will clamor over you for your product and service, you need to change that mindset. From the wise words of Stephen Covey: Seek first to understand, then to be understood.
This episode is brought to you in part by Skipio.
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This episode is brought to you in part by NetHunt CRM.
NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access your CRM data, launch bulk email campaigns, and set up automated sequences from the comfort of your inbox. NetHunt helps move leads down your sales funnel and never lets a valuable prospect go untouched.
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This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.donaldk4.sg-host.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: donaldk4.sg-host.com/survey.
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