B2B Sales is changing in the face of COVID-19 (Corona Virus). This webinar looks at how to work with clients and hints and tips and mistakes to avoid with actionable takeaways to help your sales teams to navigate these uncertain times. www.flumetraining.com Please subscribe like and share

1. Selling in a crisis

2. Agenda – Selling in a crisis
1. In your client’s shoes
2. The biggest mistakes
3. Rules to follow

3. How salespeople respond to the crisis
 Passive
 Aggressive
 Neither help the client

4. The biggest mistake you can make is to
think of everything from your own
perspective and not the client

5. In your client’s shoes
 Motivation has moved from ego to security

6. Maslow’s hierachy
of needs
Physiological
food, water, warmth, rest
Safety
security, safety
Belongingness and love
friends, intimate relationships
Esteem needs
prestige and accomplishment
Self-
actualization
achieving
full potential
SELF-FULFILLMENT NEEDS
PSYCHOLOGIAL NEEDS
BASIC NEEDS

7. In your client’s shoes
 Motivation has moved from ego to security
 Focused more on themselves than ever
 Focused on getting through that day, feeling
paralysed
 Heightened emotions
 Traditional measures of success have gone
out of the window

8. Clients are asking themselves one thing:
What the hell are we going to do?!

9. Your sales approach is more crucial than ever
 In normal times the sales experience makes up 53% of
why clients choose you
 During the crisis this is wildly exaggerated
 Positive vs negative implications are huge and memorable

10. Mistakes to avoid
 Generic emails and calls
 Product-led
 Salesy and inauthentic
 Assuming the same things are important to them as before
 Focusing just on the short term
 Not staying in contact at all

11. We need to shift how we and
clients view the
salesperson’s role

12. Sales Redefined
1. Challenge
2. Need
3. Solution
Helping Clients

13. It’s time to do everything you can to help
your clients come through this in as
strong a position as possible

14. Three step strategic sales process for
navigating the crisis
1. Agree your purpose then laser focus
Step into your client’s shoes and ask, why should you exist
right now?
What is your cause?
What do you want to be known for when you come out the
other side of this?
What cause will your clients genuinely
care about that you can help with?

15. Three step strategic sales process for
navigating the crisis
2. Brainstorm, how can you help your client right now
What help do they need right now?
How can you help them get there?
What new innovative approaches can you create that
would help your clients solve their urgent issues right now?
What approaches can you create which
will help your clients through this crisis?

16. Three step strategic sales process for
navigating the crisis
3. Shift to the client’s perspective and consider how to
position your proposition
Ensure your team are stating their purpose; focusing the
client on how they want to come through this tough time
before collaborating with the client to help in every way
they can.

17. Sales behaviours to help you and your client
come through this in as strong a position as
possible

18. 1. Be empathetic
 Build client personas built around what they are likely to be
going through, what they will be focused on in terms of
outcomes, challenges to allow you to engage them in a
conversation which connects to them
 Acknowledge, be tailored and listen more than ever

19. 2. Be purposeful
 Know and state your cause and role in your client’s life right
now
 Focus the client on their future and how they want to come
through this to drive more certainty and purpose
to the conversation

20. 3. Be Valuable
 Social proof is key – share stories and make them feel safe
 Become a linked-in expert – focus on sharing and teaching,
supplier agnostically, what your clients should do. Focus on
mistakes and learnings around how to respond to the crisis.

21. Rules to follow
Sales Strategy
1. Agree your purpose then laser focus
2. Brainstorm, how can you help your client right now
3. Create the proposition that works for your client
Sales Behaviours
1. Be assertive
2. Be empathetic
3. Be valuable

22. We are here to help us as much as possible
through this uncertain times
Webinars – see attached programme:
• Weds 25th March, 2-3pm: Selling in a Crisis - https://www.crowdcast.io/e/qzydoyyr
• Weds 1st April, 2-3pm: Leading remote sales teams –
links will be released on LinkedIn (see below)
• Weds 8th April, 2-3pm: How to transition from event to digital revenue streams –
links will be released on LinkedIn (see below)
LinkedIn:
• Group: Media & Events: Selling in a Crisis
• Company page: /company/flume-training
Youtube: /flumetraining
www.flumetraining.com

23. Thank you,
Question time

24. Your clients will be in different start positions
Panic Zone
Question Zone
Drive Zone

25. Your clients will be in different start positions
Panic Zone
Listen empathise and focus on how they want to
come through this
Question Zone
Teach share and guide around how to have the
biggest impact in this time with their audience
Drive Zone
Brainstorm, plan and lead them through the decision
making process