Let me start off by saying, by no means am I the first to develop sales advice or coaching around the "3R" process. In fact the "3R" approach has been around for many years, I mean who can forget reduce, reuse, recycle!
I’ve read or heard many "3R" theories, from Readiness to Resilience to Retention. All of them have merit and could arguably be supported in the sales process. Content isn't about the words on paper that someone types, but rather how those words impact you personally and professionally.
Post COVID, how we conduct business as owners, managers, leaders and sales individuals will drastically change. My "3R" approach moving forward is the following:
Everyone has to Reinvent themselves. Yes everyone! Bricks and Mortar stores need to identify gaps in their Shop at Home platforms, B2B need to train teams on conducting Virtual Meetings, and evaluate how to prospect and close business remotely, Restaurants need to shift tables around to accommodate social distancing, Doctors will do more virtual screening, Airlines will adjust to how we line up to board the planes....we can go on and on, but the point is, all companies need to be prepared to Reinvent the way business is done. Don't focus on how you think business will change, but rather talk to your employees, your colleagues and your customers. Reinventing is about unlearning and relearning to the newly adapted process, and you can't get there alone.
This "R" isn't talked about much, but it could be the most important and most valued by your customers during this time. The definition of Respect is "a feeling of deep admirationfor someone or something elicited by their abilities, qualities, or achievements." Our customers are going through challenging times. For many of them, changing the way they do business may include changing the scope of business they do with your company. You need to Respect their decisions, work with them, support them and stand behind them as they "Company Identify" to the new norm.
This is the PILLAR of all great partnerships. Articles have been done on it and books have been written about it, yet many company leaders don't coach their sales teams on building Relationships. Now more that ever, business partnerships need to be focused on the Relationship. It doesn't happen overnight, trust has to be developed and a kinship and sometimes friendship comes from the Relationship. What would your business be like if your Sales Team members each had 50 friends rather than 50 customers? Focus on the development of a friendship, and it will lead to a great Relationship.
As companies Reinvent themselves, your adaptation, support and Respect will be key. This will ultimately continue to deepen the Relationship you have with them!
The "3R's" in the eyes of Jon Kronemeyer! These are not the only options, but they will certainly help guide you through these unique times.
This is my first article so I apologize ahead to all the true authors out there as I continuously improve my writing skills! I hope the content is meaningful and feel free to share.
As always, I welcome all the feedback and comments below.