The Unplanned Pit Stop For Sales Leaders and Salespeople
A good friend of mine, Gary Markle, recently held a webinar which he entitled, The Unplanned Pit Stop, in reference to what many of us are experiencing today. He sought to challenge his participants by three questions that today’s leaders are already doing or that they must consider:
- What to SAY
- What to ASK
- What to DO
With Gary’s endorsement, I prepared five bullets around those questions that are particularly relevant to Sales Executives and Salespeople. Here is a good list of questions and messages to reflect and act on.
What to Say (Manage the Message)
- We have overcome other challenges in the past. “Trust yourself. You’ve survived a lot, and you’ll survive whatever is coming.” -Robert Tew
- This represents an opportunity.
- Consider this as a motivator to change your rhythm, sharpen your focus and approach things differently.
- We need your commitment, your heart, your drive to continue to provide value to the customer.
- Our vision remains intact and strong. Keep the faith.
What to Ask (by Sales Managers of their Team Members)
- Are you OK?
- How are things with the family?
- How might today’s disruptions change your approach?
- What should you be doing now that your competitor is not doing?
- How can I help?
What to Ask (for Salespeople to ask Customers)
- How are things?
- What do you envision the impact will be, both financial and non-financial, of today’s trends?
- As you look to the future, what is possible?
- What do you believe are the biggest hurdles?
- Where should I focus to help you?
What to Do
- Prioritize your strategies and alternatives when connecting with customers
- Strengthen your competitive differentiation by identifying unique areas of value
- Get your teams ready – take the time now to LEARN and build SKILL MASTERY
- Connect frequently by scheduling multiple touch-points each and every week
- Recognize and Celebrate – salute successes and initiatives taken
Ultimately, these questions are designed to engage in dialog, to communicate confidence and caring, as in doing so, you will help shape a new future and create new possibilities.
Gary Markle’s PitStop article can be found at https://tinyurl.com/PitStopMarkle