Ep 017 Finding Sales Opportunity During Adverse Times
In adversity lies the most opportunity. Opportunities arise in challenges and how you approach incoming storms. If you can step in and be a problem solver for your customers, you move yourself from being a vendor to a trusted advisor.
As the current economic downturn shows signs of changing where and how we work, what’s it take to adjust and lean in to new ways of connecting with customers and leading teams? Integrity Solutions’ Mike Fisher checks in with fresh insights to deepen how to adjust to the new normal.
Key Finding Sales Opportunity Podcast Takeaways:
- Finding sales opportunity during times of adversity requires shifting focus from selling, toward building connections with colleges and customers to set up future success.
- As we have difficult times and difficult situations, we have two ways to look at how you handle those situations.
- (Sales) organizations are realizing that they can do business this way (virtually), save money and seize an opportunity to offer help vs. selling too quickly.
- Be human and avoid the temptation to go in and sell too quickly; if you go in with a mindset of ‘how can I help you’ and being solutions-focused will actually strengthen the relationship and not lessen sales.
- Sales leaders need to be empathetic in challenging times. How are your people feeling?
- Your people often don’t need you ‘fix something’ for them- they need you to listen to them…
- People will take ownership of their goals. They may take your direction reluctantly, but sooner or later there will be push back.
Quotes From Mike Fisher:
“Typically in adversity is the most opportunity. Opportunities arise when there are challenges and issues. If you can step in and be a problem solver for your customers…you move yourself from being a vendor to more of an advisor.”
“If we have a difficult situation or a difficult conversation that needs to be had with a customer or a colleague, often we’ll avoid it- making it worse. Where as if you just directly hit it head on- have the conversation- many times it’s not nearly as emotional as we think it is. And I think people respect you more when you take that on.”
“When you help them (customers) in times of need, they’re going to come back and help you. What are some things you can do to go above and beyond and help them?”
“That’s the difference between a manager and a leader. There’s a human side to leaders.”
“‘Ask your team. They know they answer.’ What I take from that is, when you think about challenges and what you think you should do solution-wise, let your team tell you. They know the answers. They know what’s holding them back…It gives you a chance to do some coaching.”
For more on this topic, also check out our recent webinar, How Top Performers Deal with Crises: Be a Buffalo, Not a Cow.