InfoGraphs

New to Sales: The Pandemic Paradox

 

Here’s the big paradox of the COVID-19 pandemic — the lockdowns and remote get-togethers have made us more connected. Online sessions reveal more humanity than big, important meetings around the oak table in the executive conference room. Even with all the challenges, bad audio, odd camera angles, and clumsy mute buttons, we’ve seen more of our prospects and customers than ever before. 

Think about it. 

How many kitchens, dens, and home offices have you seen since March of 2020? Have you met clients’ and coworkers’ pets and children? Of course. Have you seen paintings, books, sports memorabilia, and messy desks? 

Yes, you have. We all have. Web meetings, with cameras on, give us the chance to be vulnerable and connect with prospects and customers on a deeper level than before COVID-19. 

Vulnerability is foundational to building a bond, establishing rapport, and creating a solid relationship. And what can be more vulnerable than inviting the CEO of your biggest prospect into your home? One of the many “silver linings” of the pandemic is the ability to see more of our customers’ lives. Who would have thought that physical separation could bring us closer? 

It is counterintuitive, ... read the rest here.

Five Points to Remember When Working with Virtual Buyers

For all the content generated about virtual sales over the last year, it seems few are teaching companies how to make a purchasing decision in this new realm. 

 For decades, the “art” of selling has been taught to thousands of salespeople. Every company, from real estate, computer hardware, and software to luxury submersibles and automobiles incorporates some level of sales training. But other than learning spreadsheets and comparing pricing, few have put together a standard approach to purchasing in the virtual reality.