The coronavirus pandemic has negatively affected most businesses globally. Some of these businesses may never get back to normal again, while others are fortunate to operate amid the coronavirus pandemic. Businesses that are still operating must strategize and take advantage of digital tools as part of their recovery efforts.

Smart Business Talk, a program powered by Step Up Business School and hosted by Charles King Nanor, discussed prospecting amid the coronavirus pandemic.

The guest, David Kankam, head of card business eTranzact Ghana Limited said prospecting has evolved overtime adding that, one does not necessarily have to knock on the company’s door to do business in this era.
According to him, tools such as LinkedIn, Yellow pages, the database of associations among others can aid in prospecting during these challenging times.

Mr. Kankam explained that “in the selling process, there are certain common objections that always precede buying decisions especially with first-time buyers” he said.

He mentioned two types of fear during the selling process; the fear of the buyer and the fear of the seller.

“The buyer has the fear of making the wrong decisions, so he/she questions the quality, durability, price among others of the product or service. The seller on the other hand fears losing the sale”.

Mr. Kankam encouraged salespersons to have the above in mind to establish trust between them and the buyer.