This is an extremely tough and uncertain time. The way that we work with clients during the Covid-19 crisis will define how they view us in the future so we want to share with you one of the biggest mistakes that we’re seeing sales teams make- looking at everything from their own perspective and not the client’s.
Sales teams in this situation will often go to one of two places:
Neither of these approaches are going to work for the client or for the salesperson.
The right approach has to be to position yourself in your client’s shoes and think:
Shifting perspective allows you to be empathetic, get into your customer’s world and talk about the things they care about. Then you can work together and come through this Corona crisis in as strong a position as possible.
Download our new whitepaper which outlines a way to build a strategy for your sales approach and provides some rules to follow when selling to clients.