In a discussion with some co-workers last week we discussed some of the new issues we are having to deal with while selling in a pandemic. While some of us in the sales industry are limited in what we can do as part of the selling process, others are having to wait on the sidelines for businesses to open again.
Many realtors I've spoken to have said that they can't show properties due to restrictions, but some are managing to show properties virtually. In my industry, life and disability insurance, I've been fortunate in that most of my carriers have web based insurance applications. That means I can talk to a client on the phone and get their information without having to meet in person.
As retail stores start to open again (they have with restrictions in my area), I have noticed that some of the employees are wearing masks, while others don't. When shopping centers and malls bounce back, will the staff have protective gear in place? And will there be masks available for the customers?
Costco has recently announced that they will only allow shoppers with masks on in their warehouses. This has upset many people who seem to feel that this somehow infringes on their rights, although I'm not sure what they mean. Asking customers to wear a mask during an epidemic is no different that the "No shoes, no shirt, no service" policy at most establishments. The store just wants to offer the cleanest and safest place for their customers and employees.
As we discussed all of this, one of my colleagues, whom I'll call Bill, said one issue will be that people can't read facial expressions as well when covered with a mask. The rest of the group agreed that this could be a challenge for both the buyer and the seller. Bill then said something brilliant. "The desperate salespeople should wear a mask to hold back the smell of commission breath."
We laughed at the joke, because we've all had commission breath, when you're so desperate to make a sale that the customer can smell it on you. Almost like fear that a feral animal can sense, commission breath can be "sensed" by a savvy buyer. And it makes the prospect wonder if you're working in their best interest or your own.
Needless to say, there's probably no need to wear a mask when you are in a sales meeting over Zoom or Skype. On the other hand, if you look like someone who is trying to make a quick buck, and it translates through the computer, maybe you should keep a mask on. Successful sales professionals know that you sometimes have to keep a poker face, and if you can't, maybe that mask can keep you from getting sick as well as keep you from losing a sale.
Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.
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