All of us know that the  economic impact of #covid19 is going to last long and that is a not a  great news for the front line warriors of the business, i.e.; business  development folks. Worldwide lockdowns have changed the way we operate  and conduct sales meetings as you are probably not going to be able generate sales for at least next few weeks in person. So, how do you do  still give the same confidence to the buyer that your product/service is  the best option? You may need to have few management meetings to be  able to rework on the pricing based on the economical changes and  business impact on the revenue, however, assuming that it be reworked  creatively by the leadership, here are few important strategies to keep  you on top of your game –

1. Reassess the business requirements  of the prospective customers. The pandemic has affected their businesses  too, hence, you need to appreciate that their buying decisions may be  altered or re-prioritised. So, you need to set up “Reassessment Calls”  instead of simple “Catch Up Meetings” as the prospects may like the fact  that you are being proactive in understanding their situation.
2. Be  creative in offering alternative methods of purchase. As much as you  want to invoice the customer right away, they may not have the money  right now to pay you, hence, they need to know that you are ready to  work out flexible payment options or milestone based payments as that  will be a “win win” situation for both the parties. 
3. Call every  existing customer. You can protect your clients and prove to them they  are important. This is the time to call and ask, “How are you doing?”  and “Is there anything we can do for you?” Treat them as a person and  not just as a customer. The best relationships always win and there is  no better time to form a relationship.
4. Add value in every  interaction. You must be even more conscientious about time spent  communicating with prospects, buyers and customers. Acknowledge that  they’re busy and, like you, they are trying their best to adapt to a new  environment. Recognise the impact of current events on their  businesses, their initiatives, their teams, and their families. Advance  planning for any interaction (e.g., calls, emails) is critical to  ensuring you’re prepared to use those “golden minutes” effectively and  efficiently.
5. Follow the basic hygiene. You must test your  internet connectivity, video call set up etc. before the schedule  meeting as that can put everyone off and at this time, every schedule  call is super important. Also, everyone is working from home but that  doesn’t give you the leverage of appearing on a video call in your  pyjamas. Hence, you need to feel that you are going to be sitting in the  same room as the prospect and be dressed well.
6. Stay motivated.  Yes, we are in the middle of a global pandemic Cov Id 19. Yes, things are probably  going to get worse before they get better. Remember, this is not the  time to crawl into a hole and wait for someone to tell you it’s okay to  start selling again. When you continue selling and building your  business through this difficult time, it’s good for your career and your  business. But not only that, by continuing to sell through this crisis,  you’ll be contributing to the economy and helping the world continue to  function through the pandemic.

As a sales person, you face  new challenges every day and face the pandemic as one of your regular ones and focus on being creative through your processes. It will only  make you stronger.

Happy Selling!