Monday Motivation Video: Know Your Customer’s COVID-19 Backstory

What is your customer’s backstory? Everyone has one, and you need to take the time to listen to it. More than ever, salespeople are having tons of conversations, due to so many working from home. For some salespeople, this is no different but for others, and especially our customers, it is a brand new world. I bet you’ve heard of “WFH” – work from home, but I’ll share with you one more, “BFH” – buy from home. Previously, your customers most likely worked in an office and that was their home, their space, their domain. Now, that’s all disappeared, and for these people, the change has been significant. 
Video: Know Your Customer’s COVID-19 Backstory: 
All of these changes, the speed with which they’ve all occurred, and how they continue to evolve is evidence that everyone has a story. I call it their backstory, and the backstory has two parts: one is personal and the other is business. Unlike a book, where the chapters