This document discusses strategies for selling from home during lockdown. It covers setting up a dedicated home office space, establishing routines, using video conferencing technology like Zoom to conduct meetings and presentations, and adapting sales processes to engage prospects and customers online. The buyer's journey now takes place primarily through digital channels, so sellers must optimize websites and CRM systems and use social media to generate leads and close deals remotely. With practice of new skills and technologies, working from home can achieve greater productivity and work-life balance.

1. Selling from
Home during the
Lockdown
by Richard Mulvey

2. The Power Series Online
Week 1 - Getting New Customers
Week 2 - Selling over the Telephone
Week 3 - Sales Presentations
Week 4 - Handling Objections/Closing the Sale
Week 5 - Sales Negotiation
Week 6 - Selling from Home during the Lockdown
Week 7 - 7 Habits of Highly Successful Salespeople
Week 8 - Selling at your Higher Price
Week 9 - Selling Face to Face
Week 10 - Creating Raving Fans

3. Selling from Home
During The Lockdown
Where are we going?
Working from Home, the new skillset
Using the Appropriate Technology
The New Buyer’s Journey
The New Seller’s Journey

4. Where are we going?
Learn a new language
Furlough
Shielding
Super-Spreaders
Contact tracing
New-Normal
“Covexit”
Covid-19
Coronavirus
Pandemic
Lockdown
Unprecedented

5. Where are we going?
Learn a new language
Working from home is the “New Normal”

6. The New Normal
In a survey of 317
CFOs from Fortune
500 companies 74%
said that they will
move previously on-
site workforce to
permanent remote
positions.

7. Companies will work from home
Cupertino, California, 12,000 people

8. The Down Side
Dubai Chamber of Commerce surveyed 1,228 CEOs.
70% of companies in Dubai expect to go out of
Business in the next 6 months due to the virus

9. The Down Side

10. Agility is the Key to
Business Growth
New Products
Being Flexible
Taking Risks
Re-tooling

11. Fashion houses making masks
Car Companies making ventilator machines
Wine makers making hand sanitisers
Re-tooling

12. Working from Home
A Stanford University survey over
two years found productivity levels
increasing by between 13% and 21%
when working from home
Employee attrition decreased by 50%

13. Working from Home
Employees are less stressed than having to
travelling to work - Road rage turns to office
rage
Greater independence of remote or flexible work
helped employees to develop different skills:
Self-management, self-motivation, self-
discipline, focus, concentration, communication,
and the use of technology.

14. Working from Home
Much bigger market than you had before and
much quicker tools to access that market.
Three challenges
Office organisation lags behind what
technology permits
Customer reluctance to the technology
Staff reluctance to change

15. Working from Home
1. Set aside a separate, dedicated workspace
2. Establish a routine
3. Enclothed Cognition
4. Create a personal work/life balance

16. Working from Home
Set aside a separate, dedicated workspace
Spare Bedroom, Dining Room, Convert the
garage, Wendy house.

17. Working from Home
Laptop
Screen
Window
Printer
Good
Internet
Head
Phones
Comfortable
Chair
Good
Lighting
Additional
Webcam
Additional
Keyboard
Tidy
Background

18. Working from Home
Set aside a separate, dedicated workspace
Establish a routine
Clear boundaries Children - Family
Plan your working hours
Make a to-do list
Prioritise
Stick to the plan

19. Working from Home
Set aside a separate, dedicated workspace
Establish a routine
Enclothed Cognition
The effect which clothing has upon a person’s
mental processes

20. Working from Home

21. Working from Home
2002

22. Do not work in your pyjamas

23. Working from Home
1. Set aside a separate, dedicated workspace
2. Establish a routine
3. Enclothed Cognition
4. Create a personal work/life balance
1. Take a break
2. Make Weekends Sacred
3. Exercise when you are allowed to
4. Allocate time for personal development
5. Manage Stress Carefully

24. Stress from Working from Home

25. Stress from Working from Home

26. Stress from Working from Home

27. Stress from Working from Home

28. Stress from Working from Home

29. Stress from Working from Home

30. Communicate - Every Day
Water-cooler chats turn into employee
driven group chats and Virtual Happy
hour.
Work when you work best
Take a break
Stick to the routine
Use quality equipment
Be compassionate with yourself
Stress from Working from Home

31. Using the Right Technology
The best laptop you can get
A good cloud based CRM system
The right Security System
WhatsApp for group chat
Onespan sign (or similar)
Zoom - Skype - Microsoft teams
LinkedIn - Instagram - Social Media

32. The Buyer’s Journey
Deloitte. B2B Research
67% of the buyer’s journey takes
place on Digital Channels
75% of buyers say they use more new
sources to research and evaluate
purchases

33. Problem /
Need
Google
Engage
Purchase
Deliver
Use
Problem
Solved
Evaluate
The Buyer’s Journey

34. Prospect
Appointment
Needs
Proposal
Close
Deliver
Follow
Up
Repeat
Business
Close
Referrals
The Seller’s Journey

35. The Seller’s Journey
Digital Prospecting
LinkedIn - Social Media - Referrals
Appointments - Online Meetings
By Phone - Doodle - Calendar system
Clear reason for the meeting - Agenda
Zoom for your Appointments
Presenting your proposal online
Closing the Sales Online
Follow-Up
Get Referrals Online

36. Making the Best use of Zoom
Have a tidy background or green screen
background at home
Make sure the lighting is good
Cable connection to a fibre router
Use a separate webcam at eye level
Look at the camera when speaking
Record a call as a video
Use a co-host for bigger meetings
Learn the systems - Practice

37. Making the Best use of Zoom
Contacting………..
Coors beer clone machine
https://www.coorslight.com/av?url=https://www.coorslight.com/clonemachine

38. What to do now
Organise your office space
Organise your time
Have a conversation with your family
Contact all your customers
Get your linked in up to date
Get your CRM system up to date
Start growing your customer base
Start conversations with new prospects on
LinkedIn

39. The Bright Side
Much bigger market
More time to focus on the detail
Time saving on your commute
You can achieve more in less time
You can spend quality time with your children
(afternoons)
Improved quality of life
Companies also save up to 21% of the labour
costs with half the attrition

40. Power Series Online
http://bit.ly/PowerSeriesOnlineRegistration

41. Sales Negotiation
by Richard Mulvey