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Startling statistic: According to the Department of Labor, more than 45 million Americans make their living by being in some form of sales. That includes business leaders, consultants and professionals.
“While we may be tempted to put prospecting on hold during a crisis, that would be a mistake,” says sales expert Connie Kadansky.
Kadansky is an authority on call reluctance and sales productivity. She has worked with powerhouse organizations including Fortune 50 corporations, universities, multi-national organizations, and national non-profits and associations.
“Instead of self-distancing and isolating, what if you found a strategic partner and you became virtual buddies?” asks Kadansky. “Each of you will design a strategy that involves creativity, prospecting, commitments, accountability, report in through daily email updates, and every three days, have a telephone or video conversation.”
What are the benefits of a sales buddy?
“Two heads are better than one,” says Kadansky. “You'll pool your knowledge, skills, resources. Having a buddy can introduce you to new perspectives. You'll teach each other; sharing your strengths and complementing each other's perceived limitations will improve the outcomes for both. You'll motivate each other.”
Staying motivated during a crisis can be challenging, admits Kadansky.
“You and your sales buddy will agree to goals and come up with ways to celebrate successes,” she adds. “Share resources; you'll come across useful articles, books, videos, posts, ideas. In coaching each other, your best self will come forward. You'll create and commit to actions and ensure accountability, where you take ownership of your actions and results.”
Kadansky cautions everyone in sales: “You may be tempted to find a friend to become your confidante through this crisis. I encourage you to find a strategic alliance—a salesperson who is not a competitor, who sells in your vertical and buddy up.”
She suggests creating agreements that you will not play the “Ain’t it awful game.” Don’t allow negativity to infiltrate your conversions. Do have rules of engagement for your buddy relationship, which include, identifying practices or behaviors that give your dynamic the best outcome.
Kadansky says to identify behaviors that are important to your relationship, such as showing up on time and keeping commitments.
“Ask the question: ‘What is our plan if we have problems and our commitment waivers?’” says Kadansky. “Elevate your conversations to focus forward and beyond the current crisis. Talk about your rebound plan and bouncing forward. Remember that nothing is against you. Everything, everyone, and every experience only contributes to your expansion of awareness, creativity and problem solving.” Everything is a gift or a test.
Kadansky’s concrete suggestion for people in sales in this uncertain environment is to keep prospecting.
“Selling is solving peoples’ problems for a profit,” says Kadansky. “The time is now to manage your visibility in your marketplace. Now more than ever, you are positioned to provide desperately-needed solutions to your clients and prospects.”
The advice is to make phone calls that are value add. Being reluctant to call on prospects during a crisis is a natural urge. If your revenue depends on sales, you need to resist the urge.
Those who continue to be visible, prospect and engage in empathic conversations with their prospects have a better chance of solving problems than those who don’t.
