SUCCESS TIPS | SALES
How to Win Deals During Crisis
Raymond Phoon, Founder
May 12, 2020
During this unprecedented time, a lot of things remain uncertain and up in the air. Businesses are being put under a lot of pressure to perform well during these tremendous changes. Organizations, entrepreneurs, sales leaders, and business owners are all scrambling to find new footing and redefine their business strategies.
The Sales Team, especially, need to be able to convert sales during this crisis. But how does one convert sales when many people have the ‘wait and see’ mentality?
I believe the only way to push through and succeed is by creating your own opportunities. Leave nothing to chance.
“Leave nothing to chance. Create your own opportunities.”
I know for a fact that salespeople are able to push through this mentality and these challenges if they are equipped with the right knowledge, skills, and mindset–with the right success tips.
At this point, you must be wondering, what are these so-called success tips that will help me win deals?
Well, first, it all begins with the right mindset.
1. Have a Winning Mindset Model
Having a winning mindset is everything. Your thoughts lead to feelings and your feelings lead to action. When your mind is determined to achieve its goal, it will get its intended results. As Idowu Koyenikan once said, “The mind is just like a muscle–the more you exercise it, the stronger it gets and the more it can expand”. As such, one needs to have a mindset model that is both adaptive and responsive. Your mindset needs to be bold and assertive while remaining positive. So that means that you need to look at what is good, focus on keeping things simple, and remember what you can control. Once you have that down, it’s all about ensuring that you take action. Don’t continue to have the ‘wait and see’ mentality. Take charge!
Trust me, when you are assertive, positive, and active during this crisis, it will all lead to effective and desirable results.
2. Understand Your Customers’ Real Issues
In order to sell and win deals, you must first be able to understand your clients’ challenges. Every good salesperson knows this. I’ve certainly addressed this specific aspect in many of my programs and keynotes.
I believe that in order for salespeople to achieve insight and clarity, they must review the current situation, survey the challenges and needs, and define the problem into one statement. Essentially, what I’m saying is: Don’t wait for the customer to spell it out for you. It’s your job as a salesperson to identify and solve their issues for them. Ultimately, when you’ve gathered the necessary information through this fact-finding strategy, you will be able to address and solve your clients’ challenges. That means making sure that you:
- Stay connected with your target market
- Collect the appropriate and pertinent data
- Know what makes a real impact
Once you’ve gained the necessary insight to present a problem statement to your client, you’ll be able to develop the influence and advantage you need to stay ahead of the curve. This leads to my last point.
3. Take Ownership of Your Influence Factor
This is a perfect time to take stock of how your solution/product can solve the customer’s problem statement. Start by finding out what you’re really good at and how adaptive your solution can be. That means defining:
- Which product/solution that sells the fastest, most frequently, and brings in a good income
- Why previous clients have bought your solution/product. If you’re unsure, ask
- Why your product/solution can be adapted to fit the current challenge
Once you’ve outlined and defined those Three Ws of Ownership and Influence, you’ll be able to solve the problem. Because solving problems always win you customers. It’s the lack of knowledge and unfulfilled needs that are your greatest enemies.
“Solving problems always win you customers. It’s the lack of knowledge and unfulfilled needs that are your greatest enemies.”
If you’re interested in finding out how you can win deals, convert sales, and see impressive results that lead to success, sign up below to attend my webinar about Sales Conversion During Crisis for free.