3 Best sales practices during pandemic
“Hello..?! Is this Mr. X ? Can I take your one minute ? I am Mr Y calling from………….” This has been long gone script. According to a survey, 9 out of 10 such tele-sales calls have been half way disconnected. The irony is, seller and the prospect both know that this call will never turn into “Buy”. What can be the Best Sales Practices During Pandemic ? Let’s see.
Recently, I received a call from Sales India, one of the oldest electronic consumer goods retail chains in Ahmedabad. The telecaller asked me, “Sir do you have any requirements of A.C./T.V. or any such products?” My obvious answer was “NO” and the caller said “OK” and dropped the call. The retail giant must be investing huge amount in data base calling, but it’s going in vein. The point here is, why can’t we change a sales call pattern? when everything is settling to a new normal, let us find out a new way to reach to data base customer ?!
Let us put sales fundamentals in place. Why would one buy a product ? Obviously, if one FEELS the genuine NEED of it. Why would one buy your brand? Obviously, if your brand has delivered a better ‘Buying Experience’ in past ?! May be it’s face to face interaction with the counter sales executive, customer service or after sales service, but there was a better experience.
During the pandemic situation our sales efforts should be not only doubled but also should be more efficient that means the best sales practices during the pandemic time we should apply to ensure our efforts are yielding the results.
Traditional Sales Practices & Results
Are these tele-calls really serving the purpose? The strike rate as we all know will be 1:1000 or may 5:1000 ? Adding burns to this is “outsourcing” of this Sales tele-calling to almost inexperienced tele-callers !! If this is so, than why organizations, and the one I am referring to, invest energy and resources in such tele-calling activities? Can’t we find a better sales options? Is outsourcing the Tele-calling the only option, or we can evolve in-house more efficient and result oriented tele-calling team? Let me make it simple. You have a customer data base of your own, or have ‘bought’ the database, in any case you need to do these three things.
3 best sales practices during pandemic :
- Empathize: Show empathy and ask about the well-being of the person whom you are calling. Say for example, you may speak “Hello sir, I am Ms.X calling from ABC-Sales India retail, this call is to check your and your family’s wellbeing. Hope you are safe from the covid-19 pandemic ? Sir, we are happy to extend our assistance to you in case if you need to buy any electronic items such as A.C./T.V./Refrigerator etc. In this lockdown situation, we are there for you to assist in your purchase. This approach will help you establish a strong caring attitude of your company, and the customer will “Feel” valued.
- Inquire: There are definitely better ways to inquire about the possible “Need”. You may ask “Do you agree that temperature is rising day by day, and you might be looking for options to stay cool at home?!” Now, this may sound little dramatic, however please accept that overall sales is a dramatisation only ! More you make it real more the probabilities to convert the prospect.
- State & Close: Clear your intention of call, state your offer and ask closing question. “Well sir just wanted to state that we have range of calling solutions that fit into your need and budget. Would you like to place an order online? I can help you to do so.”
Now, I know some of you will have counter arguments to these three simple suggestions, however let me assure you, that as long as your intention is genuine the above stated actions will work in your favour.
Recommendations to Improve Sales conversion rate
While writing this blog, I have done pilot testing of this concept and I have received a very warm and positive response from my clients ! Following recommendations to all those Consumer Retail giants including Sales India to improve Sales Conversion Rate.
- Do not spend blindly on Outsourcing for sales tele calling
- Create an in-house sales team that can drive revenue and for long term.
- Train your sales team for newer ways and technics to sell in 2021 and beyond.
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About the writer
Uday Dholakia has been a seasoned sales professional with a proven track record. He carries a vast experience of 27 years of dealing with customers and clients both offline and online. Uday is a sales coach and passionate to about selling.
