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12. ASKING VAGUE QUESTIONS — Keep your questions straightforward and specific, and be aware of delays and buffering time. If you’re giving instructions, give them in long-form once, then summarize for clarity.
minimize background noise and create a professional “set” that projects a calm image to clients. Make sure your team does the same.
7. FAILING TO USE LOGIC AND
ENGAGING CONTENT TO MAINTAIN FOCUS — If you’re sharing your screen, make sure there is some kind of interaction to keep the client’s eye and minimize digital distractions like extra windows. 8. MONOLOGUING — Don’t talk through the whole call. Instead, ask questions, and let the client share concerns! You’ll be more successful with a conversation than a sales pitch.
13. THINKING THEY CAN DO
EVERYTHING ALONE — There is no need to reinvent the virtual
communication wheel! With so many great tools and resources out there, don’t think you need to DIY your remote communication strategy. Instead, embrace platforms designed to help you nurture your clients and stay connected. I hope these tips help you reassure your clients and maintain your sales in these tough times. For additional remote resources and sales tactics tailored to help you through this pandemic, reach out to me today. I’m here for anything you need. –Jim Stephens
10. FAILING TO USE REMOTE
TRAINING TO DRIVE TRAFFIC TO THEIR OTHER PLATFORMS — When applicable, take notes or record calls to archive on your website or post on social media. This will show you’re still active, and you can reference the calls later. 11. ISOLATING PEOPLE IN A GROUP CALL — If you have multiple people on a call, encourage them to talk to each other and form breakout groups so they stay engaged.
9. FAILING TO ENGAGE ALL
ATTENDEES — Keep in mind which clients are in a room together and which are dialing in alone. Make sure they all feel engaged and heard.
HOW TO THRIVE IN UNCERTAIN TIMES 3 LESSONS WE LEARNED FROM THE 2008 RECESSION
2. PLAN, PREPARE, AND BE DECISIVE. Now is not the time to wait and see how things go. Now is the time to formulate a plan and activate your employees to make it happen. Work with your team to create a written action plan and a portfolio of contingency plans for every eventuality. Then, put them in motion immediately and decisively. 3. COMMUNICATE OPENLY AND FREQUENTLY. Start doing daily huddles with your team, and tell them upfront the three things you’d like them to focus on for the day. After that, stay in constant touch with them and your clients, who will want to hear from you while things are tough. When you reach out, make sure you communicate authentically and in an empathetic, nurturing tone. Don’t put on rose-colored glasses, but be matter-of-fact about the present and optimistic about the future. That’s how you inspire others! Here at Sandler Training, we have dozens of talk tracks in our arsenal specifically geared to thriving during a recession along with plenty of other tools and tricks. Email jim.stephens@sandler.com today to learn more and request your talk track copies.
The coronavirus pandemic has taken a toll on businesses and the economy. You don’t need us to tell you the details — no doubt you’re watching the news minute by minute on your smartphone screen. That said, there is a silver lining to what looks like a coming recession: We’ve been here before, and we can apply the lessons we learned in 2008 to help our businesses not just survive, but thrive in 2020. Here are three important steps to take now. 1. FOCUS ON WHAT YOU CAN CONTROL. Author Charles R. Swindoll once said, “I am convinced that life is 10% what happens to me and 90% how I react to it,” and we think he was right on the money. By tamping down your emotions and focusing your efforts on what you can control right now — your attitude — you can reshape this crisis in your favor. Remember the belief wheel: Your beliefs determine your judgment, which determines your actions, which determines your results, which confirms your beliefs. You can leverage this cycle by jumping in on step three, action, and giving your team the talking tracks necessary to thrive during the recession. If you broadcast consistent, positive messaging internally and externally, you’ll get results, and when you do, you’ll start to believe in your own success.
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