There are two types of people: Those who love roller coasters and those who don’t. Both groups, however, are united in their feelings about a roller coaster economy. As sales people, we need to know what to say to our clients. In this week’s blog, Bill Farquharson shares a few do’s and don’t’s.
As I am writing this, the stock market continues its free fall. The only key indicator with a positive curve is fear. So, what should you say to a client and what about posting on Social Media?
Similar to the early weeks of COVID, no one is interested in print, signs, or promotional products at the present moment. So, turn off the sales jets for a change and be human:
DO:
- Ask “How is your team doing?”
- Ask “What challenges are you facing?”
Then, do more listening than talking. You don’t have the answers, so just focus on empathy and kindness. If the client has a reorder coming up, offer to reassess that solution and present other options. As close as keep your top accounts, get closer. Loyalty is earned in hard times.
DON’T:
- Get political online
- Sell
Take your foot off the gas pedal and apply zero pressure. People are scared right now and will not react well to being pushed. Support. Don’t sell.
And since YOU are MY customer, I’ll finish with this: Lean on your sales community. Don’t have one? Join mine. There is strength in numbers and hearing how others are navigating the waters is the best part of being in a group.
