The time to excel in inside sales.

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Once you know who needs your help the most they will offer a video call to discuss their situation. Now is  Salespeople are often used to working independently from home but your customers may not be. Consider this a teachable moment. Your customers will appreciate it if you take the time to listen objectively to their problems and provide suggestions. Show them that you are willing to do whatever it takes to continue the conversation with them and help them get through this challenging time. Now is also a great opportunity for managers to make a splash, especially in service-oriented companies. This action will show your customers and your team that you can be relied upon in the long term. Be prepared to encounter more stressed and frustrated customers than usual.

Everyone is nervous so be prepared for this reaction and don't take it personally. If your reps use scripts on calls or you have specific responses to overcome objections please tailor them to take this into account. For example if a prospect or customer Email Marketing List says they don't have the budget to buy your product right now acknowledge that this may be due to the financial crisis in some way. Additionally you may have some clients who don’t currently have the capacity or bandwidth to accompany you. If they don't tell you directly they may be avoiding this reality because it's a decision they don't want to make. As a result they may begin to avoid communication and or miss payments. Recognize these behaviors and reach out with compassion.




Get creative and offer them a better option than a hard cancellation. Maybe you could freeze subscriptions or payments for a feature until they're back on their feet. Leave the door open for them to come back when this is over. Stay humble, put your ego aside, and do the work you need to do to make life easier for everyone during this time. How to Communicate Your Own Business Challenges Everyone struggles. Be open and transparent about your setbacks and your ability to continue in these new circumstances. The bottom line is don’t overcommit if you need to downsize. Your customers will adjust their expectations based on your message and will likely appreciate your honesty.