Managing your sales objectives during Covid-19

1. Meeting your sales objectives during Hard Times

2. Small Steps leads to Major changes
• Highlighting How our company can help?
1- Revisit Your Brand Heart (purpose, vision, mission, and values)
https://medicareegypt.com/content.php?lang=ar&alias=%D9%85%
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2- Think Twice by yourself and with your team, What dose your brand
means on the time of Covid-19 ?

3. Small Steps leads to Major changes
• Changing sales communication channels
– The feedback is mixed regards of what channel(s) are most effective
when connecting with prospects right now. Expanding to other
channels, like LinkedIn, or utilizing an integrated chat application to
support video, audio messaging like zoom, google duo and even pdf
documents exchange. This will allow us not limiting communication
to phone or mails only.

4. Communicate with clients and with potential
• there are some points needing to be taken care off before going into
business.
– Personal Before Value
• People are vulnerable, so they aren’t even thinking about value at the moment.
However, if you take interest in them as a human first, they may at least listen
to you for when they are ready again to get moving.
If you go in with value first, they’ll kill the conversation very quickly.

5. Communicate with clients and with potential
• Active Listening
– Don’t just quickly ask, “How things are going?” then go to pause
mode.
– because the answer is, “Not so good,” and then you will feel
uncomfortable
– Ask a few more questions to show you actually care., then just take a
moment to show sincere concern,
– before you start talking about our services and what you can do for
them .
Select from their words concern that you can solve and address it.

6. Communicate with clients and with potential
• Build for the Long Term
– Don’t just focus on this moment. This is probably not a good
moment.
– Try to understand the difference between never going to buy because
it’s not a good fit in general and those who are not going to buy NOW
.
– If you invest in people in the tough times, without just expecting an
immediate return, you will most certainly earn that trust and the
opportunity when the time is right.

7. Communicate with clients and with potential
– Don’t Make Unreasonable timeline
• Objections tend to fall in four common categories, regardless of the service
we sell
1- Lack of need. Buyers either don’t perceive the need to solve a problem or
don’t perceive there is a problem. In this case, what you’re selling doesn’t
resonate with the buyer or they simply don’t see the value in what you offer.
2- Lack of urgency. Buyers don’t see the full impact and value of your solution.
Typically, when urgency is an issue, other priorities trump your project.

8. Communicate with clients and with potential
– FW :Don’t Make Unreasonable timeline
3-Lack of trust. Buyers feel uncertain about you, your solution, or company. In
this case, buyers may have a need and want to address it.
They don’t believe that you can achieve or deliver what you say you will.
4.Lack of money. While this is the most common objection, pricing objections
can also be a disguise for something else. It’s important to get to the heart of the
matter.

9. Communicate with clients and with potential
– FW :Don’t Make Unreasonable timeline
When facing one of these situation don’t assume unreasonable time
line to close the deal.
“You need to stay level-headed and to assess pragmatically what can
be done to hold your ground, or even progress into new opportunities
without putting our business at risk.”

10. Communicate with clients and with potential
*Stay Positive
To be clear, being oblivious and being positive are two very different
things. Whether you realize it or not, subconsciously everyone you talk
to is taking cues from your conversations to thinking is it the right
decision to proceed in this conversation during these vague times.

11. Communicate with clients and with potential
*Stay Positive
To be clear, being oblivious and being positive are two very different
things. Whether you realize it or not, subconsciously everyone you talk
to is taking cues from your conversations to thinking is it the right
decision to proceed in this conversation during these vague times.

12. Preventing deal flow from being too affected
• Start your Sales Housekeeping
–Renewing contact with recent prospects
–Reconnecting with lost leads
–Reacquainting with the ideal customer profile

13. Preventing deal flow from being too affected
• Fw:Start your Sales Housekeeping
• Our sales staff and customer service need to continue to engage
prospects and customers virtually with the help of:
- Messaging and social media platforms
-Video tools
- Established email lists

14. Preventing deal flow from being too affected
• Making a leaner sales process
-sales will be spending more that 70% of time on revenue-generating
activities to make up for any lost business and building opportunities for
future sales
a. Removing irrelevant or unfocused sales one-one or video meetings.
b. Restructure our tactics for tracking, reporting and forecasting with
data so you can scale back up as quickly as possible using our new
CRM to better qualify the prospects who are likely to convert, so that
we can focus on them

16. ‫التعليق‬ ‫تشغيل‬ ‫كيفيه‬‫الصوتى‬‫العرض‬ ‫على‬
•‫مفتاح‬ ‫على‬ ‫والضغط‬ ‫االستماع‬ ‫عالمه‬ ‫على‬ ‫الوقوف‬Play‫موضح‬ ‫هو‬ ‫كما‬
‫التشغيل‬ ‫عالمه‬
‫التشغيل‬ ‫مفتاح‬