How An SDR Can Sell During Crisis

The COVID-19 outbreak has been declared as a public health emergency of international concern by the World Health Organization, causing a huge impact on people’s lives, families and communities, and the economy. As the international exposition continues to develop, we know that organizations are facing several potentially significant challenges to which they need to respond rapidly.

There are serious implications for people’s health and healthcare services, coronavirus is has a significant impact on businesses and the economy. The economic impact of COVID-19 is increasing stress across the world.

Business holders see coronavirus as a greater threat to the economy than to their health. The countries and their governments are showing greater concerns. Currently, the concerns about employment and businesses are rapidly increased across the globe. The economic concerns appear to have risen more steeply than concerns relating to the level of threat posed by the virus. Beyond the economy, the public is becoming more engaged and concerned, public reaction is significantly affected by proximity for COVID-19. Self-quarantine is making us more bother about an uncertain future, the pandemic is a stressful situation for anyone to contend with.

To be effective in selling during a crisis you must quickly move past fear. You must immediately shift your sales approach.

Here are the most important modules for SDR’s to consider during the crises:

1) Mindset Discipline

Your mind is not a vessel to be filled, but a fire to be kindled. “You might be poor, your shoes might be broken, but your mind is a palace.”

Most of the problem arises from your own thoughts about a condition outside of the control. Everything out there in your world begins at the level of the mind, like thoughts. It’s important to make your mind disciplines, develop a greater sense of self-focus on developing your things and yourself.

2) Activity Discipline

SDRs usually fail when they have no clear goal or plan for success. For this discipline, a salesperson and marketers should have a clear understanding of what behavioral success in the position actually looks like.  A gap analysis and a close examination of where the salesperson really is now behaviorally, compared to where he or she wants to be—can be helpful.

Here are some of the Activity Discipline approaches that SDR’s can take

• Lead Generation
• Building Relationships
• Qualifying Opportunity
• Account Management
• Satisfying Customers

3) Time Discipline

Prioritize your tasks, don’t get distracted with social events or other time-wasting activities, and stay focused on the most important tasks. Practicing good time management can help SDR’s be more productive and take them several steps closer to their personal sales goals. As a salesperson, your time really is money. You don’t get paid for the hours you put in. You get paid based on your results: the more you sell, the more money you make. Using your time wisely will help you focus and, ultimately, boost your success. It’s one of the most useful skills a salesperson can have!

4) Emotional Discipline

Like we all know that every decision is emotional. Building trust is the greatest thing that you can do to your prospect. If you are providing outsourced B2B SDR service and if your pitch doesn’t hit an emotional high note, your chances of making a sale decrease considerably. The question arises here: which emotion is the right one to appeal to? The emotions for buyers during their buying decisions come up in the form of:

• Eagerness
• Fear
• Consideration
• Envy
• Pride
• Respect

5) Customer Relationship Discipline

Your prospecting team is responsible for forming sales connections and relationships with clients, and your sales representatives need to sustain and develop the relationships. We understand that relationships are critical to maintaining sales. The decision to focus your energy on the success of your client/prospect multiplies your ability (and your client’s ability) to find solutions and capture opportunities together.

Tips to build effective sales relationships with your clients:

• Listen
• Get Feedbacks
• Use social media to discover interests
• Respond promptly
• Add value
• Have conversations
• Be genuine
• Be patient and
• Maintain your relationships

6) Self Discipline

Being disciplined and organized executes good results and revenues. It’s important to be organized to keep track of your sales quota and use a system for effective selling. If you are an SDR try setting up a calendar that has defined blocks of time set for activities such as meetings, making appointments, training, etc.

To form and maintain self-discipline in you set the following benchmarks:

• Find out your strengths and weaknesses.
• Consider your territory – geographic, market segment or other
• Identify the opportunities and threats in the segment
• Check out your competitors
• Set up your goals effectively
• Work on a day to day plan
• Deliver quality services and products

In a severe economic downturn, the sales professionals who survive and thrive are the ones who quickly adapt, innovate, and overcome adversity to keep their pipeline full, advance deals, close sales, and retain their customers.

Look over the things that businesses do to protect themselves?

Workforce

• Ensure workforce safety.
• Strengthen remote working capabilities.
• Create a strategy for effective and accurate information.
• Strengthen remote technology capabilities.
• Assess the impact on global mobility and business continuity.

Supply chain

• Perform an operational risk assessment and consider and plan for the impact of disruption on critical business functions.
• Understand your COVID-19 supply chain risks and impact, including those on third-party suppliers

Business continuity – work from home

• Assess feasible and remote working technologies to ensure business continuity.
• Assess current technology and security limitations of the current work environment.
• Plan for future remote working needs.

Financial liquidity and risk

• Evaluate and forecast cash flow models and perform simulations and scenario analysis.
• Perform regular monitoring of market risk exposures and limits.
• Prioritize your cash flow

Also, check out some additional  tips to stay mentally healthy during this pandemic COVID -19

1. Consider how to connect with others
2. Help and support others
3. Talk about your worries.
4. Look after your physical health and wellbeing
5. Have proper sleep.
6. Plan your new daily routine.
7. Set your goals.
8. Keep your mind active.
9. Take time to relax and focus on the present.

So it’s true that you have no control over the external events that impact your business or your client’s businesses. Of all the B2B sales fundamentals, there’s nothing more important than prospecting. B2B sales are made up of two different outcomes, creating new opportunities with your clients and retaining your existing clients. By practicing all these techniques you continue business prospecting and trust-building in your audience and consumers.

Stay Healthy, Stay Safe. For more assistance with your Lead Generation and Demand Generation strategies reach us on  +1-732-481-9424 or email at info@vsynergize.com.