Here are some tips for dealing with sales during the coronavirus:

• Add value in every interaction. You must be even more diligent when communicating with prospects and clients. Acknowledge that they’re busy and, just like you, they are doing their best to adapt to a new environment. Recognise the impact that current events have on their businesses, initiatives, teams, and families. Planning for any interaction (e.g., calls, emails) is critical to ensure that you’re prepared to use those “golden minutes” effectively and efficiently.
• Sales content is critical. What you send to prospects and clients (e.g., white papers, proposals, FAQs, specifications, etc.) becomes especially important, communicating the organisation’s added value in a clear, concise manner. Summarise documents using bullet points, when possible, and emphasise relevant sections.
• Use remote working tools. You’re probably already using tools for chat, virtual meetings, emails, and calls. Now is a good time to polish up your communication skills as it can be challenging to interact virtually. Active listening is a requirement to understand and report prospect and client needs.
• Use video. Use video whenever possible and appropriate. Research shows that a video call is much more effective in attracting and retaining participants’ attention than a phone call. The purpose is to actively engage everyone in the meeting, especially if it’s a combination of remote and in-person attendees.
• Get dressed for success. This may seem obvious, but the act of getting dressed is like putting on your sales attire, establishing a sales “mentality” —just like a doctor wearing a lab coat. Working in a bathrobe or pyjamas might be comfortable, but it gives the wrong impression to you and your clients.
• Stop shaking hands! Shaking hands is primarily practised in Western countries. It may seem awkward at first, but if you do have an in-person meeting, avoid shaking hands. In the age of the coronavirus pandemic, doing so is a sign of respect for your clients, and it shows that you care about their well-being. You can greet them with a bow, by tipping your hat, with a fist bump or a virtual high-five, explaining why you don’t shake their hands. For example, “Namaste” is the new greeting gesture. Combined with a slight bow.
• Have a work buddy. When you are a remote worker, hallway, kitchen, and watercooler conversations don’t happen. Having a formal “sales buddy” who you virtually spend time with a few times a week can help maintain communications and cultural norms while reducing any feelings of isolation.
• Get creative with sales presentations. 

The coronavirus is forcing lots of businesses to cut back on travel and in-person meetings. That means web-based presentations are more important than ever. Start transforming your sales pitch into a full-blown virtual presentation. Be prepared to pitch more online instead of at on-site meetings.

This might require a change in your sales process. You are probably used to making an introductory phone call as stage one of your sales cycle, and then your next call would be an on-site meeting. On-site meetings may not be an option, as your potential new client may be working exclusively from home or just not meeting face to face with anyone until the crisis settles down.

Get creative and keep your sales going by doing things that you never thought were possible, such as:

• Creating an in-depth product demo that includes your technical team that typically doesn’t get involved until later on in the sale
• Sending your prospect, a YouTube video of your solution and, while watching the video together, explaining the added value via web conference.

Don’t worry if you can’t physically be there.

• Be creative.
• Use various collaboration tools.
• Explore communication apps to talk with your clients.

It may be a very challenging time for both sellers and buyers, but surely business will continue since clients will always have needs. Acknowledging this fact and adapting your selling and communication skills is critical for success.

However, patience, empathy and creativity are also required. It’s times like these that define, build and reinforce relationships with clients and prospects. Demonstrating sensitivity and respect turns typical sales representatives into reliable advisors, that will receive benefits beyond the current crisis.

Deals may get stalled in your pipeline, but make sure you keep them warm and keep checking in with your leads!

Sources: https://www.siriusdecisions.com & https://smallbiztrends.com/