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6 Ways to Dealmake in a Post-Pandemic Market

Here's how to close deals and remain relevant to clients amidst market uncertainty.

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By Tanner Simkins • Sep 9, 2020

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The gradual reopening of the United States' economy may be underway, but that does not mean you can expect sales to come in as quickly as before. Prior to our current global health crisis, the sales rep with the best relationships was probably closing most of the deals. Perhaps they were a wizard at solving clients' problems and knew their competitors' weaknesses better than anyone, or they knew more about the company's market position and how to meet their clients' objectives. But those attributes may not be enough in today's world.

Confidence is key

In recognition of the changing attitudes of buyers, sales organizations around the world have been holding virtual training courses to help sales teams develop new skillsets. Over the next few months and years, salespeople will need to exhibit high levels of sensitivity and compassion. They will learn how to educate prospects with insights that inspire confidence. Why is this so important? Because confidence is an "intangible" that moves nervous prospects from a maybe to a yes.

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