Changing times

Shopping Behaviour have Changed - Has Your Selling Behaviour Followed?

One must adjust how they sell with the emergence of new customer behaviour and an economy that is in the midst of recovery.

Changing times

When we talk about sales, our brains immediately start to think about the traditional face-to-face conversations between people ending in a handshake. Well, of course that’s what many of us used to envision sales being a year ago, before COVID-19 spread through the world, changing the landscape of how business will be done now and in the future.

Although the full impact of the pandemic is far from certain, it’s already clear that the world has begun to recover. However, the way we do sales has had to change to meet the new regulations, guidelines, and rules that are meant to keep us safe. What change does this mean for a salesperson?

More and more interactions are happening on our phones. For better or worse, our behaviour has changed to be constantly available for calls and messages. More and more interactions are happening on our phones. For better or worse, our behaviour has changed to be constantly available for calls and messages.

From traditional, to remote

Budgets are tight and timelines are crucial. Teams and staff are working remotely, and internal communications are not what they used to be. The importance of a digital footprint for companies has grown significantly in the past few years, and has radically increased since the COVID-19 crisis began.

The importance of digital interactions is reflected in these changing customer behaviours, meaning customers’ preference for digital sales interactions has increased significantly. The traditional face-to-face interactions have given way to video conferences, phone, chat pop ups, and more. Something to remember In this remote and digital world, is that there is still a need for a personal touch.

Meeting face to face hasn’t really gone away - you just do it through an app or software. Showing your face is a great way to keep that traditional experience alive on a digital platform. Meeting face to face hasn’t really gone away - you just do it through an app or software. Showing your face is a great way to keep that traditional experience alive on a digital platform.

Adding that personal touch

More often than not, meetings these days typically start with a blank screen with an avatar - where the presenter should be. This usually starts a chain reaction of participants turning off their cameras.

It’s still possible to form a connection with the person(s) on the other end, but some people are content on not taking advantage of the opportunity - to evaluate body language and maintain everyone’s attention. Often it becomes difficult for participants to know when someone is done speaking, and people begin speaking over one-another.

Audio is even more important than video. People will watch bad videos, but they will immediately lose interest if the audio is poor. Investing in a good microphone or a headset is key if you plan on being effective selling online.

With changing times we have changing behaviours. COVID-19 has changed the way we shop, and it’s important that we recognize this during the remote sales process with clients & customers.


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Adding that personal touch