The Four A's Sales Strategy: How we Kept Adding Value Amidst a Global Crisis
Many companies and individuals are being put to the test by the current global crisis. In the midst of a challenge, there are windows of opportunity in order to show the heart and soul of an organization.
“In tough times like these, the heart and soul of a company is revealed.”
Being part of the Sales Community, we are facing a tough challenge. There has been a change in the industry from a "salesy" focus, looking to meet the numbers at any cost, to an advisor focus, looking to add value to those who can truly benefit from what we offer.
However, how can we advise and keep adding value during a global crisis? Tweak your current strategy using the four A's Sales Strategy to accomplish just that.
Acknowledge
The first step is to actually acknowledge we are living a crisis. It may seem like an obvious thing to do but many try to stick to the same action plan in a very different environment and keep expecting positive results.
Communicate to your team and clients that there will be changes in order to cope with the current situation.
Analyze
In order to understand how to keep adding value, you must first understand how your client's needs and circumstances have shifted during the crisis.
A key factor to determine those changes is carrying out research. If you are having trouble deciding where to start that research, some questions you may want to answer are:
What are my client's new pain points?
How is my client's industry being affected by the crisis?
Can my client's product or service help any industry in this global situation?
Can my client service any of the booming industries?
Adapt
Once you have a clear picture of your client's new panorama during the global crisis, your strategy must adapt.
Look for innovative ways to solve the newfound pain points and adapt to each industry and how they are being affected by the crisis.
This changes must be reflected in every aspect of your approach: from prospection to your wordings, always find a way to add value and empathize with your prospects and their current situation.
Act
There is only one step left: act! The sooner you act, the sooner your clients and organization will benefit during these tough times.
Launch your strategy and keep tweaking it as you pick new pain points or information along the way. Remember a strategy must continuously adapt in order to be effective and efficient.
Don’t worry about sounding professional. Sound like you. There are over 1.5 billion websites out there, but your story is what’s going to separate this one from the rest. If you read the words back and don’t hear your own voice in your head, that’s a good sign you still have more work to do.
Be clear, be confident and don’t overthink it. The beauty of your story is that it’s going to continue to evolve and your site can evolve with it. Your goal should be to make it feel right for right now. Later will take care of itself. It always does.
