Hey, this is Meridith Elliot Powell. And this week I want to talk about a very important question. And that question is, “has sales changed?” “Do we have to sell differently in today’s environment?” And the truth is, we do. If you’re using the same sales techniques that you’ve been using for the last five to ten years, you’re making sales so much harder than it has to be. I don’t mean that it won’t work. You’re just making the process harder than it has to be, because in today’s marketplace, sales is really about three things. It’s about building trust. It’s about being relevant, and it’s about connecting to your customers. So what you need to do is look back at your sales process and ask the question, what are we doing to build trust in the marketplace? What are we doing so that our customers and prospects have heard of us and about us? What are we doing to make them believe that we are more interested in solving their problems than we are in hitting our own goals? Then what are you doing to make sure that you’re relevant in the marketplace, that you understand the problems that they have now? I heard a CEO say: “I don’t need a salesperson to come into my office and ask me” “what keeps me up at night.” “I need a salesperson to come in,” “who can tell me what keeps me up at night” “and what I can do to get a good night’s sleep?” And last, but not least, is connection. People do business with you because they feel connected to you. Because they know you. They like you. And they trust you. And that’s what’s going to retain them long term. So look back at your sales process. Run it through this filter. What are you doing to build trust, to remain relevant, to create connection. If you do that, you’re going to turn all of this uncertainty into a major competitive advantage.