We have clients who are dealing with the impact of Wall Street's current challenges. Their clients and prospects are asking tough questions and trying to justify current and/or proposed relationships.
The challenges these salespeople face are real. How they respond will determine if they belong in the "major league" of sales.
If your salespeople are effected by these challenges, here are 3 things that you need to coach them to do:
1. Meet with all top clients face-to-face. In tough times, clients want to be educated and reassured that they are with the right partner. Partners do not bury their heads in the sand when times are tough. Instead, they jump in the foxhole and start fighting.
2. Meet with as many prospects as possible. Many of your competitors indeed have their heads buried in the sand. What a great time to develop relationships and demonstrate your unique advantages. Great activity now will be rewarded with great results in the future.
3. Seek referrals. Ask your Clients and Centers of Influence who they know that is concerned about a current relationship (trust me, many are!). Tell them, "many people are unsure how the current situation will effect them. I am finding that many of those people what to talk to an expert to make certain they are doing the right things, yet are not certain that their current provider is providing the proper advice. Who do you know that I should be talking to so I can provide some guidance or reassurance?"
Times are tough, but selling doesn't have to be. Make a commitment to be "the" resource for your clients and prospects.
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