Azim Nagree explains which methods of communication work best during a pandemic and why.
When companies ask me how to accelerate sales or improve retention, I tell them a story. I needed to purchase a sign for my wife’s French pastry shop. I spoke with the front desk clerk who said that it would be around $90. A few days later, I got the final quote from the sales person – $265. And with that, I was out. The sales person lost the deal. But to their credit, they called me (instead of emailing me again). Within 5 minutes, the misunderstanding was resolved and the deal was closed.
Pre-Corona, reps gravitated towards email and/or Slack and/or text. Post-Corona, video conferencing is all the rage. But the reality is that savvy sales people will use a combination of different channels to move a prospect through the funnel to close.
So when do you use the phone vs email?
The main points of this article are:
- Clarifying communication needs
- Identifying customer needs
- Confirming details
Read the full article, Use the phone to accelerate sales, on LinkedIn.