Personal sales visits are now replaced by multiple calls with all the inevitable distractions of technology. However, if you stay current and base your equation with people (including customers) on empathy and trust you will continue to be successful, whatever be the challenge. Because sales is empathy.

We have more time and more technology now than before. Yet are sales professionals losing touch with their customers?

Personal visits are now largely replaced by multiple calls with all the inevitable distractions. Is technology the reason for the disconnect? Or is there something else at play?

If your equation with people (including customers) is founded on empathy and trust and you believe in keeping yourself current, you will always be in touch with success, whatever the circumstances. The qualities that make sales professionals productive remain the same even after the pandemic has changed the world.

What do you say first when you meet your customer? Launch your pitch or ask how they are coping? You must tailor your conversation, in-person or digital, to suit what matters most to the customer as a fellow human being. Use technology to re-establish and reaffirm personal connections.

Sales is empathy. Empathy is even more important when the entire world is suffering.

It is sad that we lost so many. At the same time, let us be grateful that so far, many of us have escaped the fire that is still raging. Let us appreciate the opportunity to be alive, healthy, and active so that we can all work together again.