May 1

6 Strategies For Selling Successfully During A Crisis


Here we are amid COVID19. Businesses have shut down, social distancing is the norm, and we are coming to terms that getting back to normal is going to take much longer than we expected.

It is more important than ever now to stay focused and think about how we approach business and sales. We are in unchartered waters. Never in our lifetime have we had this level of disruption. Our world has come to a grinding halt.

For anyone in sales, it begs the question, how do we sell in times like these ? Where should our focus be? How do we engage customers? Contact our prospects? And is it possible to close a deal? All great questions because selling during a crisis is different. You need to adjust your approach, your expectations, and your results.

Here are 6 Strategies To Help You Sell Successfully During A Crisis

1. Care First:

First and foremost, you need to focus on being of service to your customers and prospects. Reach out not to make a sale but learn what they need and how you can help.

2. Embrace The Long Game:

People freeze during a crisis. They are unable or fearful of making a decision. So adjust your sales expectations and understand you need to be in this for the long game. You are investing now for future sales.

3. Add Value:

You know the challenges your customers are facing. You are tuned-in to the concerns of your prospects. Ask yourself what can you do to add value to help ease their struggles. Selling in a time of crisis is about service, adding value, and solving problems.

4. Remain Visible:

Increase your social media presence, reach out to clients, do podcasts and radio interviews, write for industry magazines. Use this time to build your reputation in the marketplace, and your position as both as thought-leader and resource.

5. Adapt For The Future:

When this crisis is over, and it will be over, you need to be ready to sell in the new environment. Use your time now to think about how sales, your customers, and society will change. Then proactively adapt to ensure you are prepared.

6. Your Legacy:

Customers and prospects will remember you made them feel during this crisis more than anything. Be proactive about the legacy you want to leave, and the impact that will have on your future success.

Right now everything appears uncertain. Uncertainty comes from not being confident of the future. We’re all taking one day at a time. Making calls, reaching out, and helping out where we can. Even just having a conversation can make a difference.

Emerge Successful:

I’ve put together a resource page to help business owners and sales leaders. It is full of webinars, videos, and articles to help you emerge successful during these times. Go here: Emerge Successful. Let me know how I may be of assistance to you. E-mail me at


adding value, empathy, prospecting, providing service, Sales, sales tips, selling during a crisis, social selling, value-add

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Stu Heinecke

Stu Heinecke
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