Select Page
Should you be selling at a time like this?

Should you be selling at a time like this?

by | Apr 17, 2020 | Mindset, Sales Effectiveness

Are you feeling uncomfortable trying to sell in the middle of the Covid-19 Pandemic?

I know that many people are.

And I also know that for some of you the opposite is true.   Unprecedented opportunities making selling easier than it’s ever been.

Every situation that life throws at us brings challenges for some and opportunities for others.

And different industries have been hit in different ways.  

I worked for many years within the Pharmaceutical Industry. I know most of my ex-colleagues have taken a step back from selling, currently focusing on planning and training instead.  Allowing their health care customers to focus on the life saving work of helping those affected.

If you’re unsure of your best course of action during this time here’s some questions that may help you get clarity.

Please note I’m not advocating being out in person with your customers.  Follow the guidance in your Country.  And stay safe.

How Can I Sell Through Service?

Coming from a service mindset when selling is critical during sensitive situations.  

But even if life was “normal” having this underlying mindset has a powerful impact on your customers and your sales results.

“Approach each customer with the idea of helping him solve a problem or achieve a goal, not of selling your product or service”. 

~ Brian Tracy

Firstly put yourself in the shoes of your prospects.  

What are their current challenges and opportunities?

Spend some time both brainstorming what these are for your customers.

Where possible ask them directly.

Be genuinely curious about what’s going on for them.  How are they dealing with life both? – professionally and personally.  

Don’t assume someone won’t have the time or inclination to speak with you at the moment.  As at any time, some people will, some won’t.

Do be mindful of their feelings and time constraints. 

Let them know why you are calling, be empathetic to their situation, listen deeply and focus on understanding their needs.  

How you approach these calls will vary depending on whether they’re a current customer or a prospect.  In either case ensure you are clear on the value you are bringing to them before you reach out to them.  

Remember WIIFM (what’s in it for me ie the customer) still applies.

How can you support them at this time?

Be sincere and act with integrity.  This isn’t about finding a way to shoe horn in the product or service you sell.  

On the other hand, if what you’re selling is genuinely in their best interest to invest in at this time, you are doing a disservice if you hold back.

When you reach out to your prospects and current customers in a way that truly supports them, you will build relationships that work over the longer term.

Sales may be down at present.  Think about the longer term view.  Nurture existing and new relationships so that you have a strong pipeline in place.

As a bonus you may find opportunities that serve everyone now.

“Good service leads to multiple sales. If you take good care of your customers they will open doors you could never open alone.”
~ Jim Rohn

How can you future proof yourself?

You may be in a situation where your customer base has been severely hit.  And you find yourself laid off, furloughed or genuinely unable to contact customers.

If this is the case, now’s the time to take stock and invest time in yourself.

This may be in terms of developing your skills, knowledge, mindset and/or wellbeing.  

Here’s some questions to help you focus where to invest your time?

“If I chose 1 thing to focus on over the next 4 weeks what would have the biggest impact?” 

“It’s 1 year from now and I’m the top sales person in my organization – what actions did I take to get here?  And who did I become to achieve this?”

And for a more holistic approach:

“If I could wave a magic wand and have my life exactly how I wanted it, a year from now, what would that look like?”

By reflecting on where you are now, and where you want to be, allows you to start building strong foundations for the future.

During April I’m offering FREE sessions every Thursday to support you.  These can be focused on sales or any other area of your life where you want more clarity and well being.  

Click here to book

How A Still Mind Can Help You Sell

How A Still Mind Can Help You Sell

by | Apr 3, 2020 | Mindset, Sales Effectiveness, Wellbeing

Now more than ever being able to allow your mind to settle quickly and easily is crucial.

For many of you this will be a challenging time.

With potential concerns about being laid off or being able to make commission. And the impact these could have on you financially.

You may be experiencing lots of stressful feelings and find your mind’s in a spin.

I want to share with you some simple things that can help settle your thinking and bring you back to a sense of clarity.

Breathe

When you notice feelings of stress, you’ll probably also notice your breathing has changed.  

Your breathing may be shallower and more rapid.   Or you may be holding your breath completely.

Here’s a a simple exercise.  

  • Focus on taking slow deep breaths that fill the whole of your lungs.  As you do,  notice any areas of your body that feel tense and allow them to relax.
  • Breathe through your nose for several seconds.  Focus on the area just below your ribs expanding first, followed by your chest.  Pause and then slowly exhale.  
  • Play with the slowest pace that is comfortable for you.  For example breathe in for 5 seconds, pause for 2, breathe out for 5.  

There are lots of apps that can help you with this or if you have a Fitbit or Apple watch you can use these to practice mindful breathing.

Move

Get up and move about.  

Exercise is a great stress reliever.  Choose something that works for you.  Anything that uses the big muscle groups will help.  Walking, running, cycling, yoga, swimming or even cleaning the house!  

Exercise reduces levels of stress hormones and releases endorphins which are natural mood elevators.  

Dump

Get thoughts out your head.  

If you are finding you are grappling with an issue.  Or constantly playing the same thing round and round in your head it can help to do a brain dump and get it all out on paper.

Keep writing down everything that pops into your head until you feel clearer.  

Once you’ve completed the dump it makes it easier to identify anything that you need to capture to take action on.  

Realise

You may have heard the phrase

“This too shall pass”.  

The reason this is true, is not because events change, but because the thoughts going through our mind always change.

As soon as thought changes, feelings change.  And as new thought comes along, you experience different feelings.

Knowing this is helpful, because it allows for your mind to still, so you can think clearly before the outside situation changes.  

Having a clear mind opens up the space for insights about how to navigate during this time.  

With less on your mind, you’ll experience more impactful conversations with your clients and prospects as they’ll appreciate the sense of calmness coming from you.

In turn this will help you be able to serve them in a way that honours everyone involved.

Need Help? 

If you would like support during this time, I’m setting aside Thursday’s during April for pro bono coaching sessions.  You can book directly by clicking here.