
Three Top Selling Tips from Sales Superstar Neil Riveron
I love connecting with great salespeople and getting their top tips on selling. Here are 3 great tips from Rapid Response’s Neil Riveron…
Change for many, can be scary and that is understandable. As we re-emerge in a changed world, as salespeople we can easily focus on problems that overwhelm and stagnate us, or we can choose to focus on solutions that carry us forward to new and better realities. Read more…
I attended a live-streamed fitness class over the weekend and our instructor reminded us that it’s been 64 days since our gym closed due to COVID-19. I know that it’s been that long, and I know that time has continued to come and go as it always has but oddly, I feel like this time has really flown by. Judging by my wild hair, it really has been that long!
Thinking back to the first week that I realized the spread of Coronavirus was literally changing the world as we knew it, I confess that I felt a degree of uncertainty and anxiety that I hadn’t know before. This was new and unchartered territory. It’s interesting that sometimes you can’t realize how or what you are feeling, or what to do until you move past the initial phase, gaining some level of perspective and acceptance, and finding your new routine to get on with living.
This is what we were forced to do. In a very short time millions of people experienced significant changes in their lives. It is clear that we will be realizing the effects of this pandemic on all of our lives for many years to come, and for the next many months at least, as we re-emerge from the cocoon life style we have been living, we will have to confront certain fears, accept certain change and embrace new ways of living life – some of which we will come to realize are quite positive.
Coping with Change.
As you have likely witnessed within your family, friends and people you work with, different personalities handle change more easily than others. Today we all are facing changes there was no recipe for. We are learning quickly to manage and live with those changes, while trying not to get too caught up in the “what ifs”.
As business owners, sales leaders and salespeople we need to figure out how we will act, sell and conduct our business lives differently. Not only how we will confront and cope with new challenges, but also how we will help others in the same regard.
For many, and quite understandably there is fear. Fear of catching an unseen enemy. Fear of potentially and unknowingly spreading that same enemy. Over time, this too will change. For now, many are thinking about how we confront fear and use reason to guide our behaviors.
We didn’t run.
Security integrators did not run from COVID-19. They kept going. They quickly adapted by changing their work environments to help keep employees safe, to keep businesses going and people employed, and to answer the call as needed for service to their customers and communities. We realized early on that security integrators employ essential workers and are essential businesses in the fabric of the economy. Today as we “re-open” and re-emerge at various rates and in a variety of ways, security integrators will use necessary precautions and reasonable judgement not only with respect to internal interactions among employees and visitors but, also with their customers and the jobsites they work on.
As employees come back into the office workplace, it’s easy to realize that there will be some level of concern. The very simplest aspects of office socialization – grabbing a cup of coffee in the breakroom, meeting at a co-worker’s desk, sharing a conference room, or even using a shared restroom are all taking on new meaning in terms of keeping clean and confronting shared concerns and responsibilities. We think of ourselves and our families, but more than ever before, we think of the people we co-exist with in these different environments. Our attitudes and actions for maintaining cleanliness at work have changed. There is probably an abundance of good that we will realize as a result of this too.
We are also seeing that security industry manufacturers are stepping up to the plate finding new markets, new opportunities to adapt use of existing products, developing and enhancing features and introducing products that will further assist in identifying people at risk, validating wellness and helping all of us to gain confidence in returning to a life of relative freedom.
Technology providers are also taking on the challenge of achieving greater accuracy, lowering response or validation time, and bringing more affordable products to life in response to this pandemic, as well as the needs and demands of the population. We all hope we will soon see a vaccine and have data that leads to other innovative medicines and solutions. Isn’t it amazing to realize that the world is working collectively to find answers?
We are even seeing cross-industry and cross-product partnerships. Ways that disparate manufacturers are working together to provide integrated solutions.
These are examples of how the security industry and others are thinking differently, changing perspective, looking for ways to quickly innovate, and also looking longer term to provide more permanent and insightful solutions.
As we re-emerge and live in this changing world recognizing how companies, scientists and individuals throughout the world are looking for ways to lower risk and fear, further bolsters our ability to cope with, accept and adapt to change.
Sales Re-emergence. We got this!
As sales teams reemerge into a new selling environment, we too need to adapt and adjust to changes impacting us from many directions. When meeting new prospects or customers, it is highly unlikely we will be shaking hands or even exchanging business cards. Wow – that is a paradigm shift to get our heads around!
Here are 3 “meet and greet” tips for the re-emergence to help get back out there, put prospects and customers at ease, and take action leading to more trusting, respectful and deeper relationships in this time of change.
This is an easy one and one that will help you, your family, your co-workers and prospects and customers feel better. Here’s the checklist to have in your car and your briefcase:
Most people don’t like surprises – unless they are being taken away to the vacation of a lifetime or a very large, sparkly diamond is attached! Day-to-day, we rather like and appreciate routine. We are beginning to establish new routines and “rules of the road”. Some of your prospects and customers will be well prepared for allowing you on site, others may be working things out, and most will have some fluidity in this process as things continue to iron out for all of us. What can you do?
Re-emerging for salespeople is exciting. We were just commenting in our office that having an actual sales call is invigorating. For the past 9 or so weeks, we salespeople have been readjusting and perhaps focusing on existing customer relationships, brushing up on various areas of selling, maybe even attending one of the many free WeSuite software webinars to brush up on sales workflow skills!
One of the things I learned quickly and early on during this time of cocooning, was that I needed to re-establish a routine for myself. I needed to refocus and realign my personal and business goals. Doing so provided me purpose and control of what I could control. In doing so, I saw an immediate improvement in my attitude and energy.
Here is what we suggest for realigning your sales focus using WeOpportunity and WeEstimate:
– New product and service solutions you are offering to help businesses get back to work.
– Product and service solutions your company is exploring and would appreciate feedback on. Wow – prospects and customers being asked what they need and the opportunity to discuss what, why, when and how, is so important and moves you into a different category.
– What’s changed in your world? In addition to tackling best practices for face-to-face (6’-0”+ away of course!) meetings, many organizations have reduced workforces, closed locations, or changed how they will do business into the future. Asking what has changed in the world of your prospects and customers and letting those conversations go where needed, is extremely important to you as their security integration sales consultant.
– Are there ways I can help? Asking for help isn’t always easy. Asking someone if they would like help, and how you might provide help is easy. Maybe there is nothing you can do but, being asked is extremely meaningful to most people.
Change is where the magic happens!
I view the glass as half full or more. Remember that saying “When life gives you lemons, make lemonade.”? Focus on the lemonade and all of the other things you can make from the “lemons”. Already we are seeing so many magical innovations, new ways to connect, new meaning in our lives. The concept to embrace here, is that there is so much good that comes from change. Thinking from a new perspective, being open to new ideas, looking for technology advances, renewing our appreciation for family, friends, customers, associates and yes, for our jobs as salespeople is where it’s at!
There are so many people embracing the changes around us because change is where the magic happens. Focus on being part of the solution, providing positive reinforcement for those who need it, applying reasonable judgement and yes, betting on our persevering human spirit and love for innovation.
A small challenge to all sales professionals: find the change that brings out your magic and make it happen.
I love connecting with great salespeople and getting their top tips on selling. Here are 3 great tips from Rapid Response’s Neil Riveron…
In the market for sales estimating software? Read this before purchase!…
Want to know how sales estimating software is a great sales coaching tool? Read on.
If your company is serious about developing sales talent, you should be providing sales coaching. I’m not talking about sales training…Read more….
Subscribe to our blog!