How should sales guys handle the pandemic situation?

The first and the foremost thing a salesperson should do it, “keeping selling.” It is not that there is “no need” situation in the market. There is only a “no want” situation in the market. So a salesperson should not stop the selling. 

A new norm is there everywhere. So it should be there in the sales presentation and pitch too. Rewrite your sales pitch. Redesign your presentation. Revisit what you are selling. 

The conventional “cold email” and “cold call” is going to be tactless in this situation. The same old way of “one-stop-shop” is not going to fetch any more water. Adjust your team to the new reality. 

As per a survey, it requires six times more effort to convince a client for a deal than earlier. So the best part is to hold your clients very close to your heart. Often speak to your customers. Communicate proactively with them.

Reassure your client that you can understand their pain because they are also crossing the same situation.

Whatever may be the situation, the closure should keep on happening. Revisit your old leads. Engage with your earlier prospects. Analyze why they didn’t give you the business last time.

Finally, speak to your delivery organization to bring them on board with you on keeping the “Customer First” attitude.

Personal tip to sales guys: Don’t shift job now. Sell what you are well versed in all these days rather than going to new selling. It is not just you are going to sell. It’s the brand name of the company which is going to help you to sell. 

The synchronization of what you have with your company and your selling skill is your real motivation. You cannot sell yourself and also the brand now. It is a risky task.