Over the last few months, we have been living through unprecedented global events that this true pandemic has brought on. The reality is that our world has changed dramatically.
Every salesperson has been forced to create new rules of engagement and essentially continue pitching and selling to their respected prospects. But how exactly do you go about this in an effective way, whilst erring on the side of humanity? What new angles should be leveraged in your pitch to make it a successful sales message?
Think about empathy, humor, reassurance, reality. These are just to name a few simple conversation tools to use, as you keep in mind that the person on the other end of the line is in the same boat as you.
The best salespeople are the ones who realize the incredible power of empathy and can understand the other party without them explicitly stating it.” – Gary Vaynerchuk, Chairman of VaynerX, CEO of VaynerMedia, 5-Time NYT Bestselling Author
I’ve put together a few examples from some of our awesome Inside Out employees of ways you can adapt your sales messaging to create more personal and human interactions with customers:
Billy Borho: “I know you weren’t expecting my call, so I’ll be quick, but first, I wanted to ask how you are doing?”
Stephanie Gonzalez: “I apologize if you hear my kids in the background…I’m working remotely like I know most are right now and can relate to juggling a few jobs at once! Has your company shifted to remote work as well?”
Auxtin Levison: “I’ll be brief, but first, am I catching you at an okay time? I know how crucial time is right now!”
Tim Salerno: “I know everyone asks how everyone is, but you doing okay? It’s not easy out there right now that’s for sure.”
Right now, what we have and what we continue to go through is impacting the daily lives of nearly every person— which is something we all have in common. Keeping humanity at the forefront of each conversation and relating to the person on the other line knowing they are adjusting to their “new norm” as well is what will keep your pipeline full and your prospects – and pockets – happy.
I want to leave you with this challenge. As you go to pick up the phone and you make that next dial, begin to practice mindfulness. When the phone begins to ring, think about how you are going to elevate the engagement with the prospect on the other line. To have it in your mind that no matter what title this prospect holds, they are human just like you and me, and they too, are figuring out how it is to live and work during these strange times. Having this continuous mindset is going to help you sell, without selling at all. Humanity and understanding have never been more pertinent in the sales world than it is now.
Time to create lasting habits, leverage an empathetic human to human connection, and develop techniques to build your strongest sales sequences yet.