Selling in Turbulent Times

Times of uncertainty can make it very difficult to maintain momentum, but it is in these moments it is crucial that we don’t let these disruptions paralyze us. A proactive approach to overcoming challenges is key.  In this episode of The Forward Thinking podcast, host Stephanie Barton, VP of Marketing and Communications at FCCS is joined by Business Performance Coach Michael Vickers. Michael will be speaking at the upcoming FCCS 2023 Sales Leaders Conference and has joined the podcast today to discuss tactics for navigating through turbulent times. He offers advice for focusing on goals and executing a plan with minimal distractions to achieve maximum productivity. 

 

Episode Insights Include:

 

The impact of the pandemic on sales 

• The pandemic accelerated every aspect of sales. 

• A 10-year window of growth happened practically overnight. 

• Advanced technologies are now enhancing client-to-customer relationships better than ever before. 

 

Exceeding client expectations in challenging times

• Differentiating a company in such a competitive environment starts when we excel in times of disruption. 

• People only change when the pain is such that they have to, or the pleasure is so good that they want to. 

• Pain points encourage change- when others are retreating it is time to create proactive strategies that encourage growth. 

• Growth during a down market is a true sign of excellence. 

• Brand experience is an essential market strategy. 

• Successful companies utilize 5 different currencies to gain customer loyalty. 

 

The importance of strong client relationships

• Good relationships are determined by the client. 

• Know and celebrate important dates of your clients to level up your relationship. 

• If rates are all the same, emotional favorites are going to seal the deal. 

• We want to become heroes to the people we serve and help them become heroes to the people they serve. 

• Move beyond transactional interactions to help achieve goals and objectives. 

 

Tactics for differentiating against the competition

• Creating distinctive value starts with product-based, which can be easily duplicated. 

• Service-based distinctive value can set one company above the rest. 

• Model after the best service offerings out there to meet customer expectations. 

• Avoid projecting biases on clients and allow them to form their own opinions. 

• Celebrating clients will encourage them to think of you when they are ready to make their next transaction. 

 

Building a team that is focused on growth 

• Teach your team how to tell stories that create connections. 

• Create a budget that will allow your team to solve their client’s problems. 

• Set goals with your team to increase their touch points with their clients. 

 

Appealing to every generation in the marketplace

• Consider the information medium that each generation would prefer for information. 

• Ask clients what their communication preferences are and then meet them there. 

• Listen to what clients are saying in conversation and then act accordingly. 

• Opportunities are found in what your clients are interested in. 

 

This podcast is powered by FCCS.

 

Resources

 

Learn more about the FCCS 2023 Sales Leaders Conference- https://www.fccsconsulting.com/conferences/sales-leaders-conference

 

Connect with Michael Vickers - Michael Vickers

 

Get in touch

 

[email protected]