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Leslie Groene Website Homepage August 2020, Vol. 181

Keep Selling, Stay Relevant and Add Value!

What can sales leaders and professional do to survive this disruption?

Several executives suggested we must learn how to excel at the remote sale. Think about how to turn everything virtual. For example, so many companies do corporate tours where they show their facilities and capabilities. Move that entirely online, so someone could be sitting at home and have that same experience. We should quickly be building those assets. Turn everything virtual, with an emphasis on video.

One sales leader has directed his sales force to divert all attention to existing accounts and stop pursuit of new logos. He acknowledges the strategy may be right or wrong, but he's betting that one of the key elements that causes companies to choose one company over another is trust. And it's going to be hard to establish trust during this time with somebody you don't know. They're putting their energy where they have existing high-trust relationships.
There's one skill we always need to work on, and it's become even more critical: listening. Converse with customers rather than relying on a slide deck. One leader said, "I'm always against PowerPoints because it just says you're lecturing, but you really don't know if the client is focused on a PowerPoint over the phone. If you're situationally conversing, you're at least understanding if they're distracted or you're having a solid interaction and engagement."
Another suggested that we be more efficient with meeting time. Virtual meetings often start late and have a hard stop, so be prepared. Plan out your calls as structured conversations, with thoughtful research and prepared questions. Use a conversation planner. Don't wing it. To avoid disengagement, state upfront that you'll be asking questions and listening for much of the discussion.

Take advantage of the new platform skills. Check the background of your physical space. Have you assessed the image you're projecting onscreen? Do you have the correct technology for streaming clear video and sound? How are you dressing for your video calls? When and how do you use screen sharing or other tools?

  • Generally, salespeople are used to being independent, working from home, and conducting business over the phone or video. But many of our customers aren't as used to this mode, and they're being disrupted, too.
  • Some leaders perceive this challenge as a leap forward into a new operating rhythm, a different way of interacting with clients. Others expect a swift return to face time once the danger has passed.

We can't know who will be correct, but it's interesting to look at this problem not from a "How do we cope with this lesser way of interacting?" to "How can we maximize this new way of interacting?"

Challenge to leaders: Turn this crisis into opportunity. Think about new ways to connect with your current clients to help them solve their problems. Do more listening than talking and get your people the help they need to do their jobs more efficiently.

 Get ready! Let's go sell!

How to kick-start your re-entry into sales.

Leslie Groene, president of Groene Consulting, is back for another exciting and dynamic session to help you get back to selling with tools, tips and tricks to build your business with future growth in mind.

During this one-hour session Leslie will teach you:

  • How to maximize your virtual meetings and leverage your brand. She'll talk about curating your own library of digital content and how to develop your video presentation skills so that your library isn't just full of content, it’s full of ENGAGING content!
  • How to decern which verticals are viable and a good fit for your business strengths and how to identify what they are doing to support their client base
  • Specific techniques to build case studies; how to use them to support your value proposition; and she'll review specific case studies examples that you can emulate on your website and use on sales calls
  • How to manage your time effectively now that we are allocating it differently - we need to prioritize being focused on selling