Virtual Selling and How To Win Business

Business, Coronavirus, Sales, Sales Tips, Virtual Sales | Jun 01, 2020

Are you virtual sales-ready?
One of the key lessons of the ongoing Coronavirus pandemic is that nothing in business is set in stone. Everything is in a constant state of flux, and just when you think established business principles are here to stay, something comes along and moves the goalposts.
Nowhere is this more true than in the world of sales. Established convention has always been to go for the personal touch. Get the client face-to-face and you stand a better chance of making the sale. But what happens when this is no longer possible, as has recently been the case?
Virtual sales is the process of selling through the internet. As we all become more remote thanks to social distancing measures, this is set to become the future of selling – maybe just in the short term but potentially for the foreseeable future. So, the big question is – are you virtual sales-ready?
Here are three areas to focus on to make sure your business is ready to adapt to the new normal of virtual sales.
Provide value from the start
Forget the old sales pitch. With virtual sales, you don’t have time to ask the probing questions that get people thinking. You need to get straight to the point and provide value from the very first minute.
Try and frame the conversation so that you are providing answers and benefits from the outset. Start meetings with a new idea or challenge that is particular to them, and then create a safe space for them to admit they need your help.
Be engaging
You might have thrived in the old personal sales space but you need to learn to adapt to doing it virtually too. Try and engage your customers, even if you find this uncomfortable at first. Remember that it is very easy to switch off from a phone or video conversation so you need to make sure your audience is engaged. Whether it’s trying to get them to interact with you or it means you stepping out of your comfort zone, do what you can to keep their attention.
Rely on visuals
Without the chemistry and tension of a face-to-face meeting, you’re going to need to rely on visuals to keep people interested. Think about dynamic sales slides, and keep in mind that your customer will only remember a fraction of what you said, so you need to make sure it is the most important part of your message.

The best way to do this is with captivating visual messaging – so it’s well worth spending some extra time on these.

By working with your team to ensure they are virtual sales-ready, you can make it through this challenging time and make sure your team is ready for the future of sales. If you would like more help making this become your new normal, then get in touch with us here at The Sales Academy.

Email for more information about being virtual sales-ready.

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