The Human Side of Sales

Good morning!

A couple weeks ago, at the advice of several people, I wrote an e-book outlining the various sales actions and activities one could and should be doing while we wait for the world to start spinning again (the e-book is free and available through my website). Thank you to everyone who emailed with appreciation as well as to let me know of any errors and omissions.

I found it interesting that the Sales Action getting the most mentions was the first one. It’s title seemed obvious — Customer Contact — however, my suggestion was not to “check in,” but rather to be human and connect on a far deeper level.

Here’s what I wrote:

No one has their mind on business right now. Instead, the top three things people are thinking about are:

• New ideas for what to cook;
• New ideas for what to watch;
• New ideas for keeping the kids busy.

So, instead of letting people know you can meet their business needs, why not differentiate yourself by offering up your favorite recipe, a show or series you found entertaining, or by sending along something that will help fill the hours in the day parents are stressing over?

That last one — promotional items for the kids — I discovered completely by accident a few years ago. Every parent loves to bring home something from the office, so if you have a promotional item or a bunch of labels/stickers you can send along, you will be remembered.

It’s a simple idea. It’s different. It might just be the thing that gets you in the door in the weeks to come.

I coach sales reps weekly on how to grow their sales. Go to BillFarquharson.com and click on the “Training” link in the header for more information or to contact me and discuss your sales challenges.