How To Sell During Crisis

– We are currentlyliving through a crisis.

This is a crisis that wecould never have imagined, but it does not mean that we suddenly stop everything we're doing.

It is critical that wecontinue to move forward, even during times of crisis.

Selling doesn't stop.

Now, are fewer prospectsgoing to answer your calls and respond to your emails and wanna hop on a meeting with you, yes.

This is a crisis, but thatdoesn't mean that it has to stop.

You can continue tosell during this crisis.

So in this video I'm going to show you how to sell during crisis, check it out.

Number one, acknowledge the crisis.

Regardless of whetheryou're talking to a customer or a prospect or simplysomeone that you work with, it's key that we simplyacknowledge the fact that there is a crisis going on.

It doesn't mean thatwe have to dwell on it and we don't have to spend alot of time talking about it, but it tends to become thepurple elephant in the room.

And when we just try to plow forward as if there is no crisis going on, we can all feel that voice in the back of our head thinking, you know, it's kind ofweird that we're having an incredibly normal conversation during what's an obvious crisis.

So simply acknowledgethe crisis, acknowledge that purple elephant in the room.

You just want to makesure that it is recognized and whether it's relevantto the conversation or not, we want to be sure thatwe have acknowledged it.

Number two, focus on them.

Now, you've probablyheard me say this before if you follow my videos.

So this isn't just specific to a crisis, but particularly in times of crisis, people are deeply focused on themselves and they're worried and they're concerned.

Use that concern toyour selling advantage.

Focus on them.

Understand how they'redoing, how they're getting through this, and how business is going or whatever area you're focusing on, how that's affected asa result of the crisis.

It is all about them.

This is no time to openup your jacket pocket and say let me show youall of the amazing deals that we have or did I tellyou about the discount we have as a result of the crisis? None of that crap.

Instead focus on them.

Number three, dig deep tounderstand what's really going on.

Your prospect has a lot goingon in their life right now, both personally and professionally.

Times of crisis are timesof deep uncertainty.

So use that time to be the doctor, be that armchair psychologistwho simply wants to dig into what's going on.

That means asking themquestions to understand what's really going on, what are the key challenges that they're facing.

The more you canunderstand what's going on, the better you canultimately craft a solution to that problem.

So don't be shy about asking questions and don't rush to the solution.

Be willing to dig deeper and deeper and find out exactly what's going on.

Number four, only presentto their challenges.

During times of crisispeople are doing triage.

They are recognizing thatthere are certain problems they simply can't get to.

There are certainchallenges that they're not even gonna think about.

So only present to the challengesthat they have mentioned.

Don't present any benefits or features that are outside of thechallenges that they have said are the top priority challenges.

Only present to the challengesthat they most care about because once you startpresenting features or benefits that are outside of the challenges that they actually careabout, immediately alarm bells start to go off in theirhead and now they thinking, oh you know what, this is a conversation that's not as critical.

Only focus on what they most care about.

Number five, don't get discouraged.

This is a tough, tough time.

This crisis is affectingeveryone and I know for sure that it is effecting you.

It is affecting your personal life and it is affecting your sales.

Don't get discouraged.

This will end.

We will get through this.

Don't be tough on yourselfin times like this, instead focus on the work, focus on the behavior, focus on the activity, focus on the selling, and don't get discouraged.

If a deal falls apart asa result of the crisis, you know what, there'snothing you can do about that.

Instead stay positive, remember that we are all going to get through thisand don't get discouraged when things don't go yourway in the short term.

Focus on the long game.

Number six, find meaningand purpose in your work.

I feel so lucky, personally, that I have been able to during this crisis beable to have something that I'm completely focusedon, which is my work, and I have found tremendousmeaning and purpose as a result of that.

And I challenge you to do the same.

Find meaning and purpose in your work.

Sometimes we have to justput down the newspaper or put down the iPadwith the news app open and instead focus on thethings that we can control and one of the things that you can control is what you're doing professionally.

Find meaning in that work.

Think about who are thosecustomers and prospects that you can actually help right now.

Find purpose in what you're doing and you're going to findthat you're ultimately getting through all of this.

So there is how to sell during a crisis.

And if you enjoyed this video then I have an awesome free trainingon the data-driven approach to help you crush your sales goals.

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