Things have changed, have you noticed?

Of course you have; you’re probably working from home right now …

The question is: Has the way you approach your prospects and customers changed?

Believe it or not, I keep getting the same emails and phone calls from companies trying to sell me their products and services in the same way.

It is not working for them.

If you are frustrated at the moment and if your sales results are declining, you may want to consider adjusting your approach.

Here are three things you can do right now to help you connect with people and to help you get back on track from a sales and momentum perspective.

Number one: try to be nice instead of being a salesperson. Face it: people are scared right now and things are not normal. This is a terrifying moment!

Because of this, people don’t want to be thrown; instead, they want to be heard and recognized. This is the time to practice your “soft sales skills” to learn to empathize and listen to people.

Remember the old adage: “People buy from people they like, know and trust.” It’s time to show people how much you really care about them, and by doing so, you will begin to build that trust.

Action Step: Worry more about getting someone to tell you about how they and your family are doing than about how you can make a sale today. (Don’t worry, we’ll get to the sales side soon. For now, focus on making a real connection.)

Number two: Move gently into exploring your business plans for when this is all over. Obviously, all the companies you speak to have some kind of plan for when this situation resolves itself. Ask about it.

It is helpful to share examples from other companies you are working with. For example, if a current or prospective client has told you that they plan to resume full-time work at the end of this quarter and are committed to having a good quarter next, share this with the person you are talking to. And then ask them what their plan is. Share some details of your other prospects or clients.

In other words: make them think ahead and discover their plans for it.

Number three: consult yourself as a trusted resource to help them move forward with their plans.

If you have done number one correctly, you have created a safe and comfortable environment for them to trust you. Make a recommendation that this is a perfect time to “do the proper research” on your product or service.

Now do your job – book that demo or make that presentation.

Always listen to and respect your prospect’s timeline, but also always sell (gently, of course!).

Remind your customer or prospect that other companies are still planning, buying, and conducting their business to the best of their ability right now. That it can also help them stay competitive and take advantage of an improving business environment when the time is right for them.

And then book and give demos or presentations and close sales.

The important thing right now is not to get discouraged, and the way to avoid it is to keep acting. The key is to take a different action.

Use the three techniques above and watch your call reluctance allowance and your confidence and return on sales.