In the last few months, we are living through unprecedented global events that this true pandemic has brought on. The reality is, 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 does one go about doing so in an effective way while erring on the side of humanity? What new angles should be leveraged in your pitch to make it a winning sales play?
I decided to address these questions and provide some tips on how to go about adjusting your sales pitch to the current conditions by sharing some of InsideOut’s top playmakers who are making the best sales plays happen, right now.
As you read through these top plays that make appointments and sales happen, think about the factors they leverage; empathy, humor, reassurance, reality. These are just to name a few, simple conversation tools to use, as you keep in mind – the person on the other end of the line, is in the same boat as you.
Fred Oringer: “Currently, I can’t complain too much because I am working from home while in isolation with a wonderful view of the Bay!”
Josie Railton: “How are you hanging in over there? I know I am just doing all I can to do to adjust to this new way of life just like everyone else is during this time!”
Andy Aloma: “I don’t know about you but I’m just over here trying to get as much toilet paper in the house as possible…Walmart seems to be the hot place to go right now…”
Billy Borho: “I know you weren’t expecting my call so I’ll be quick, but first, 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!”
Dakota Piscopo: “My wife and I just had a baby a few weeks ago then the apocalypse began the day after so I’m doing pretty great, ha! How are you doing?…”
Sercan Topcu: “During these strange times, I wish you all the patience, perseverance, and pasta…all the things that I know I certainly need!”
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.”
Jonathan Mensi: “For me, I’m just trying to get out in the sunshine as much as possible and not go crazy in the house all day!”
“The best salespeople are the ones who realize the incredible power of empathy and can understand the other party without them explicitly stating it.”
Chairman of VaynerX, CEO of VaynerMedia, 5-Time NYT Bestselling Author
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 plays yet.