The present times are full of uncertainty. It has become more important than ever for businesses to adapt and re-evaluate their strategies and practices. This is especially true for small and medium businesses that are currently operating in a highly uncertain business environment. Sales teams need to exhibit an empathetic and compassionate attitude towards customers. They need to be more involved, have a positive attitude and be more understanding because these are tough times for everyone. We will now discuss 7 ways in which small business sales teams can take the business forward by being compassionate.
1. Focus on helping rather than selling
Sales teams should lead with compassion, trust and flexibility. This means they should give more time to check up on customers or listen to the issues they are experiencing. In case a business has an immediate need that would lead to a sale then the sales team should use that as an opportunity to provide guidance in accordance with the requirements of the customer. The sales team should not be focused on closing deals rather they should be more focused on helping them in the issues they are facing so as to develop long-term relationships with them.
2. Give reassurance
Small business sales teams are now required to exhibit an optimistic attitude through their online presence. They should be enthusiastic in their approach while having routine conversations with customers and team members and share positive things with them so that everyone can move ahead in these tough times.
3. Allow customers to decide the tone
It is the need of the hour to get back to basics and leave it up to customers to decide the tone. Sales teams need to be proactive and be there for customers. There will be different needs of different customers and so they should be flexible and be willing to support them whenever and in whatever way they can.
4. Be there for your own team
Just like customers are experiencing uncertainty because of lockdowns and decrease in revenues, those on the sales team are also going through a rough phase. Emphasis should be laid on communication and transparency. Teams should be encouraged to communicate as there continue to be changes in the way operations are being carried out. Sales leaders should talk about their personal experiences to stay connected to the team and to inspire and motivate them.
5. Be flexible in financial matters
The sales representatives should be considerate about the financial constraints of customers in the present times. More lenient and flexible alternatives should be created so as to support the customers. In this regard, the first step is to listen to the customers and understand their situation, after which steps can be taken at the organizational level to support them.
6. Exhibit innovativeness
The present times are such that direct meetings with customers are not possible. Hence, sales teams can come up with novel ways of presenting their products or services to customers, such as an online conference or a virtual event. It is important to create a sense of community to develop long-term relationships with customers.
7. Choose a software solution
The right software solution should be selected to facilitate the growth of businesses, which would bring about an increase in the customer base, generate sales and ensure that customers are happy and satisfied.