In sales, you can expect ups and downs – from groundbreaking goals to crippling crises.
And while no one has ever seen a crises on the scale of COVID-19, one thing is not unprecedented: Sales professionals have and always will need to help their customers through many kinds of emergencies and difficult times.
How can you help customers in times of turmoil – whether it’s financial troubles, natural disasters, health or personal setbacks, market turbulence or worldwide issues?
There’s a “need for a behavior shift, so it’s even more critical … to get it right,” says Mike Kunkle, VP Sales Enablement Services, SPARXiQ. “If you’re not already thinking about sales in a buyer-centric way to create ‘human differentiation,’ this is the time to start.”
Here are nine factors and strategies to help customers in trying times: