Like it or not, distractions have now evolved with the times. Though we can label some of these competitors for our attention as “multi-tasking,” most represent diversions that keep us from being singularly focused on the matters at hand.
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With an internal soundtrack fueled by Willie Nelson’s hit tune, “On the Road Again,” or perhaps with the melody of the Doobie Brothers’ “Takin’ it to the Streets” in your head, it’s time to get back in the marketplace.
When the COVID-19 pandemic swept the world with its full fury, it quickly became evident that empathy would rule the day.
If learning how to sell in the “next normal” isn’t difficult enough, there’s a new face at buying conversations these days that’s causing sellers to tear up the playbook and rewrite the conversation.
What does that have to do with sales? If fear, can, indeed, be detected by the human nose, we can also assume that the scent of uncertainty can be picked up by buyers, who seem to have an uncanny ability to know when they have our sales professionals backed into a corner.
Swept up in the wave of unemployed Americans now out of work as a result of the COVID-19 pandemic are well-pedigreed people who have simply found themselves on the short end of the numbers game.
As America takes its first tentative steps toward a restoration of normal activities, the definition of what “normal” represents remains a moving target.
This is particularly true for businesses, who, in addition to trying to understand what buyers’ appetites are going to be for their products and services, must also define what is an acceptable way to simply conduct business.
As you read this, businesses across the country are taking the first tentative steps toward “reopening” – though the definition of what constitutes this varies from company to company.
If there’s anything the COVID-19 pandemic has taught us, it’s this: There are no quick fixes, slap-dash measures, or shortcuts in life, or in business.
Humans are an interesting lot – in order to feel more, well, “human,” we need a certain level of personal connectedness. We’re talking handshakes-and-hug, three-dimensional fellowship – not this digital, pixelated surrogate that has stood in for connectedness during the COVID-19 pandemic.
For a workforce that is used to earning more immediate dividends on their work, most sales professionals have been deeply affected by the COVID-19 pandemic. Today, their sales progress is measured in spoonfuls, rather than wheelbarrows. The sales cycle has been extended, and the traditional sales playbook, for many, has been torn up.