Sell or go bankrupt! A company that will stay in business is the one where the salespeople can sell!

For 3 months the economy has stopped. This is what our clients are reporting. Vendors (too) have suffered and are still suffering. They find it impossible to sell anything.

The biggest problem they report is their inability to contact potential customers/buyers. "Everybody has pulled the brakes..." "Cost cutting" "Focus on production"

Of course, there are counter-examples of the same (and they are not IT companies, which have been doing well during this period):

One of my dearest customers’, dearest salesman, reported at a weekly (online) sales meeting that he had the most new customer " visits " (online negotiation) ever and the "year on year" comparison shows the highest turnover ever.

What does he do differently? Has his market not stopped? Has the "epidemic" not reached them? How are they different?

That's what I was looking for.

For clarity, the parameters of the company mentioned:

Size of the company: 10-12 people,

Last year turnover: 1.200.000 USD

Number of salespeople: 2 external and 3 internal salespeople

Business sector: technical products trading

Interestingly, the company has two suppliers: one from China and one from Italy I would like to say to this day without any obstacles.

Well, let's go back to the aforementioned salesperson who, in the present situation, has made the most new customer "visits" (online negotiations) ever and has brought in the most sales ever "year on year".

How did he do it?

He moved his face-to-face meetings to telephone (NOT online) meetings, of course following the rules for the sales and negotiation process (I'm not going to explain 12 days of training material, but he kept the appointment, sales, negotiation and closing stages completely separate) He took the negotiation through on the phone, handled objections, made an offer and closed the deal.

He did this in large quantities, every day!

It sounds very simple at first and it really is.

In the meantime, he has followed a few important rules:

1. He kept his eye on the goal and did not let anyone or anything (e.g. the media) distract him from it

2. He followed the main rules of selling

3. Stay motivated and enthusiastic about the job

These 3 rules sound simple. I believe that simple and straightforward is always the best solution.

So the formula is simple as a leader:

1. You need to give the salesperson a goal

2. Give them knowledge

3. You have to keep him motivated

How to do it right is all learnable. Everything can be learned. A skilled salesperson or a skilled manager/executive is now worth his weight in gold. You have to give competence, knowledge to sales people. This will give the motion to start again.