As the nation deals with the Covid-19 outbreak, businesses both large and small are rethinking the sales strategy that will help them work best. From grocery stores that have products flying off the shelves to sit down restaurants that are being closed, the discussion of a successful sales strategy is helping companies make the best of the most challenging of situations.
Interestingly enough, finding a sales strategy that involves the best sanitation practices is guiding the sales tips and tricks that companies are sharing. And while suggestive selling ideas may have been the focus of companies a month ago, today, the focus is simply any kind of selling. Can you, for instance, get your customers to order take out once or twice a week? Can you retrain your staff in even more careful attention to hygiene and new sanitation routines that will help build the confidence that the public needs today?
Sales Strategy Plans Are Being Tested in a Time When the Economy Is Screeching to Halt
There have been many times in the history of the country when the marketing sales strategy was simply a way to help sales people earn higher commissions and push some products and services. With the entire economics of the country upturned by the Covid-19, however, what sales changes from one week to the next, some times one day to the next. Knowing, for instance, that you can make your own hand sanitizer with some common household items and aloe has lead to it being nearly impossible to find hand sanitizer. Likewise, when a rumor circulates that garlic will help build immunity that item becomes a scarce commodity as well. And while the use of aloe is valid and the magic of garlic is false, both items sell more than other salesperson could have dreamed of.
As a result, the nation is in a time when businesses are having to reinvent themselves. Breweries and distilleries are now making hand sanitizer and underwear companies are now making face masks. Finding the best way to remarked your products or change your product or service all together are the two best ways to make sure that not only will your company survive, but that you will be able to continue to pay your employees.
Even in the best of times, sales can be a challenging way to make a living. And while those people who are really good at their job can make a fortune, there are many others who struggle to make ends meet. Consider some of these facts and figures about the many challenges that affect the sales representatives in the country:
- 67% of people say that they are underperforming at getting executive-level prospects to buy now rather than later
- 39% of people are confident in their ability to build a meaningful business and financial case to justify a decision.
- The latest research indicates that 80% of sales deals will require a Vice President or higher-level signoff before they can be accepted.
- As few as 10% of salespeople said sales calls provide enough value to warrant the time they spent on them.
- On the other end of the spectrum, however, only 15% people say that sales calls add enough value.
Even with the best sales techniques, the challenges of today’s pandemic are making it so that many businesses fear for their future. In the last few weeks it has been easy to tell what items are selling. A trip to the grocery store or large box retailer is evidence of the items that are no longer available. A few minutes on the internet can show you what items are back ordered for so long that they are not even worth trying for. While some of the hottest commodities are impossible to get a hold of, however, there are many other goods and services that are stagnant. So much so, in fact, that even the most experienced sales people are likely not going to be able to push these products and services at this volatile time in the nation’s history. Salespeople, however, working with business owners may find a way to regroup and retool to create the items that are the most scarce, saving their companies in the process.