Like many of my fellow sales professionals, I find myself conflicted in these trying times. On the one hand, I know I have products and services that would alleviate a lot of the pain and suffering business owners, and their employees are dealing with due to technology and communications issues. I see them struggling and hear the frustration in their voices.
On the other hand, emotions are running high, and business owners are under a tremendous amount of pressure. Even though I know I am presenting them with valuable solutions that will improve efficiencies and possibly lower their costs; I am not always welcomed with open arms.
Often salespeople are seen as the unwanted guest, knocking at the door just as you are about to sit down to dinner. The business owner’s initial reaction might be, “Who is it? I don’t want what your selling.” Even if you have the solution to their problems, you have one hell of a mountain to climb…welcome to telecommunication sales in 2020.
I find that the way to overcome this initial reaction is to sell from the heart. Most people get into sales because they like solving problems and being of service. Put yourself in your customer’s shoes and try to help any way you can. That may mean lowering your margin or doing it for cost. Now is the time to invest in building relationships with your clients, relationships that will endure. We may not be on the front lines, but we provide products and services that keep businesses going and make long-term remote workforces actually work.
If there was ever a time that we were needed, it’s now. Sell from your heart, and do your part.