The Covid-19 pandemic has slowed down progress in many industries and sales teams have faced massive challenges: they have had to restrict their interaction with clients and at the same time their market has decreased significantly. However, there will come a time when the race for new market share will be fast and furious and we all need to be ready for that day!
Please watch the webinar recording of our “Transforming Your Sales Strategy” webinar with David O. Sijenyi who will help you understand why now is a good time to work on your sales strategy as we wait to recover from this crisis.
Is this the right time to conduct a market Research?
Answer: The best time to conduct a market research is when you need to take a decision that will determine the future of your company or business or you as an individual. In this case to transform your sales strategy. If you realize that you do not have enough information to make a decision or that you are making decisions based on assumptions and not facts, it is time to conduct a market research. Take time to understand your playing field. Start by understanding the landscape. What is the problem? who are affected by it? How badly are they affected? How urgently must they resolve it? Are they willing to pay for it? Who are the other players in the space? How does their solution compare with mine? How do I position myself as the best solution to the problem I choose to address? These are just some of the things you could seek to discover. However, let your market research be driven by the question you want to answer today. We can discuss this further one on one if you so desire. Our contacts have been shared please reach out.
How do you motivate a client whose business revenue is declining hence non-committal on signing with you?
Answer: Engage them. Make time to get close to them. Give them a sense that you truly care about their wellbeing. Once you are close enough take time to understand why they are being non-committal and yet their revenue is declining. The question you need to ask yourself is whether by acquiring your product or service they will actually improve their revenue. If you cannot answer that question in the affirmative, then you will have a hard time helping them answer it. As a result they will remain non-committal. Remember that for you to make a sale you need to help the customer see one of a few things
- How will this product or service help me make money?
- How will this product or service help me save money?
The moment you click on any of these two fronts you will sell. If you don’t click on these there is likely to be no sale. If you convince them to buy this once. They will most likely never buy again. Give them the sense that they are making the right decision but they must see it. Coach them into seeing the value your product or service can provide them. I would be glad to engage more on this. You have our contacts. Please reach out.
Can you do sales coaching?
Answer: I train and coach in various areas of personal and professional development and yes I would love to have a sales coaching engagement with you or whoever else you are thinking of. At Lantern Training, we offer training and coaching in different aspects of personal and professional development and we would like to engage with you. You have received our contacts give us a call or refer whoever you know is looking for this service and we will be glad to engage with them. You have our contacts already. We look forward to hearing from you.