Soar to Success August 2020

SOAR TO SUCCESS / Feature Article sales team tries to conduct business using past methods, they are going to flounder and quickly be washed out to sea. Over the years, Mark has found that many salespeople don’t have the drive to sell and really don’t want to be in sales at all. When selling is a challenge like today, they are not going to make it. The new normal for sales is selling remotely, using Zoom, or another internet face to face service. The problem is that most salespeople have not been trained to optimize virtual selling techniques. “If a company hasn’t trained its sales force and updated their website, or internet presence within the last 12 months, they are exposing their sales force, just like in Warren Buffett’s example. They are forced to Sell Naked.” The business landscape is constantly evolving and never more so than the current challenge of trying to conduct business during a worldwide pandemic. There are tools to help your business evolve and grow even in these uncertain times, however. The current health/financial crisis presents a uniqueopportunity toget aheadof thecompetition and become a leader in your industry. Mark’s clients have learned that it is always a good time to be selling by using the technology and information available to increase sales activity. This uncertainty also provides the perfect reason to stress customer service. Current clients as well as, prospects are looking for help. Mark suggests we contact current clients on a regular basis and find out what we can do to help them improve and grow now. Don’t just call to make a sale, but keep the conversation going, be invested in their operation and become a trusted advisor. It is imperative to continue to talk to new prospects, as well. Offer a solution to a problem and they will become a loyal customer in the future. Virtual salescallshavebecomesuchan important part of any sales operation that Mark has a few