COVID-19 Virtual Selling Tips. As we covered last week, the virtual sales model is likely to stick around as a mainstay, because buyers like it. As a keynote speaker, I had to rapidly shift our product to one that could be delivered virtually, while providing the kind of energy and emotional resonance we are known for during a live event. Refine your elevator pitch to focus on how you can benefit people during this time. For example, the skill of relationship building is a time tested requirement for being a great salesperson. No one can deny that certain intangibles are missing when you’re only able to communicate with buyers and prospects through a screen. You need to set your stage. What if you could have Snoop Dogg, Bethany Frankel, or Chunk from The Goonies helping you convince prospects? 3 Research-Backed Techniques for Virtual Selling 1. While it might be difficult to get started, especially if you're new to social media, the benefits far outweigh the challenges. Webcams. While a remote sales team means face-to-face meetings, training and coaching aren’t viable, There are still plenty of ways to keep sellers engaged and in the know. Our webinars include LIVE Q&A’s, chat, polls, … Christina explains what was most impactful from her experience with our new live online program: Virtual Selling - How to Build Relationships Online. While this dynamic exists to some extent in the virtual medium, sellers must get creative in conjuring up new ways to spark fast engagement, interest, and rapport. In a new guest post at Forbes, Forrester looks ahead and writes that in 2021, grounded sellers will fly in the face of old norms, highlighting takeaways from their 2021 predictions report. Blending virtual selling skills into your current sales process is powerful. CRM voodoo. Wall Street Journal wrote last month about how the popular app Cameo is pitching its celebrity video services for B2B use cases. To help inform and inspire your journey, here are a few tips, insights, and suggestions shared around the web recently. Sales teams are being challenged to up the ante, and discover new ways to engage people through emerging tools, technologies, and techniques. COVID-19 has changed the world in many ways. Screen sharing. While sales is sales, and many of the same principles apply in person as they do virtually, there are tips and tricks that every sales person should be aware of during this virtual selling time. It’s going to be fun to see which ideas spring up next. that can be embedded back in the workplace.. Each webinar is designed to be interactive and includes activities before, during and after each session. If you have not prepared for, reacted to, or at least worried about the effects of the coronavirus (aka COVID-19) on the U.S. and world economies, you may be guilty of ostrich syndrome (a psychological term to describe behavior where we deny or refuse to acknowledge something that is blatantly obvious). The system focuses on building trust and learning to motivate customers by cultivating a deeper understanding of their needs. Our 60 to 120 minute virtual sales training courses are designed to maximise both learning and retention whilst at the same time providing practical take-away techniques. For more information, see our Cookie Policy. He covers many key elements, like forming specialized teams, training reps on digital tools to create their own content, and aligning sales and marketing. We take it as an article of faith that people do business when they know, like and trust us. Social selling is not a one-time activity and something that should be used alongside existing sales prospecting techniques. Skype calls. We are going to share what we do here at IMPACT and give you advice on how to begin rolling out a new virtual sales process that will help you if you’ve been predominately face-to-face sales. Virtual Selling in the Context of Covid-19 Help your salespeople to connect with their customer’s new reality We have created a virtual half-day course designed to give B2B salespeople the key skills they need to defend revenue through the pandemic. To help give sellers more bandwidth for this focus, Forrester says “AI and automation will put sellers on a path to fulfill their consultative destiny” by reducing the burden of manual data entry and other tasks. Select Accept cookies to consent to this use or Manage preferences to make your cookie choices. These barriers insulated the company from threats. Our virtual selling solution services include sales audits, sales process mappings, sales strategy, implementation and coaching. As it relates to sales, it has forced all salespeople to learn to master selling virtually. Of course, this requires time and effort. Your email address will not be published. Engage Your Audience (Even if it’s Uncomfortable) With the short supply of attention and engagement, your sellers are... 3. Keep pace with the latest thinking in sales. For sellers who are steeped in traditional sales methods, it can be easy to dwell on the downsides of this seismic change. This new approach to sales is based on tried-and-tested scientific methods to help boost your performance as a sales person in every part of the buying process. #4: Applies Repetition. When a new salesperson joins the team you'll need to keep an eye on their activities, but once they've become familiar with their goals and comfortable with … You can practice high stakes situations, such as selling to directors or at a trade show, as often as you like until you are confident with your approach. Virtual Selling Enables an Agile Approach Previously, companies could sell a product and build revenues behind protective barriers. How and WHY you need to segment your list before you call your prospects. Hold virtual lunches or information-sharing sessions with selected customers, ... Like almost all functions in essentially every sector, the shift to remote selling was born of necessity as lockdowns, shelter-in-place orders, and quarantining have forced people to stay at home. “Relieved from endless administrivia, sellers will have the time and space to conduct deeper customer research, cull insights from data, and orchestrate more meaningful interactions with their buyer.”. This is just one of the creative new approaches entering the field as companies try to stand out in a new digital selling environment. Science-based selling is as a sales technique that includes social psychology, neuroscience, and behavioral economics. 8. (On that note, collaboration with the creative folks in your marketing department is a highly recommended practice for brainstorming unique engagement approaches.). #1: Gamification. “Traditionally limited to email, phone calls, and screen–sharing interactions, sellers will look for more dynamic ways to earn buyers’ attention.”. The core skill set of what makes a great sales rep will remain the same, but certain skills will now have elevated levels of importance. Research from McKinsey & Company found that digital sales interactions are now viewed by B2B companies as being 2-3x as important to their customers as traditional sales interactions. 7 Components and Benefits of a Virtual Sales Program. What ever happened to meeting a client for coffee? CRM voodoo. Read our seven tips to maintain sales momentum in … Virtual meetings often start late and have a hard stop, so be prepared. #3: Promotes Deliberate Practice. If that example doesn’t do much for you, think about the array of other possibilities that open up through virtual meetings: Eye-catching visuals, immersive interactivity, and simple next-step actions are just the beginning. Reframing Your Goals. #5: Incorporates Videos. If you... 2. Most of the selling strategies in this article are still effective when you’re selling over the phone, but you can use these two specific phone sales techniques to boost your persuasive impact and close more deals. A lot of technology feels dehumanizing. It makes your sellers instantly more productive. Segment The List. How People Learn. Selling in a COVID-19 World - 4 Immediate Steps to Take Brooke Simmons, Director of Enterprise Strategy at Outreach A month ago we were cranking out calls, traveling to meet clients, and shaking hands with colleagues. Utilizing these tools is proven to improve win rates with 74% of buyers purchasing from the first seller to provide this value. As one example, sales insights company Gong.io enlisted Lindsay Lohan and Silicon Valley star Chris Diamantopoulos to record personalized messages for executives who attended a recent virtual conference. Account-based strategies offer a practical means to drive powerful personalization in your sales and marketing efforts. The Remote Leadership Institute is a participant in the Amazon Services LLC Associates program, an affiliate advertising program designed to provide a means for sites to earn advertising fees by advertising and linking to Amazon.com. How do we do that through a screen? Westend61 / Getty Images. This new world of virtual selling requires a shift in how you think about the competencies you look at when making a sales hiring decision. A lot of technology feels dehumanizing. Virtual reality allows you to practice different sales techniques and strategies in a safe, realistic environment. Sellers need to instill calm and confidence with customers scrambling to keep their own businesses in operation. They’ll engage more buyers in less time and at a lower cost, shortening the sales cycle, while delivering a better customer experience. You can change your cookie choices and withdraw your consent in your settings at any time. 3. Screen sharing. Sellers need a game plan, and confidence and skill to fully embrace and execute a virtual selling strategy. Senior Content Marketing Manager, LinkedIn Sales & Marketing Solutions. See how LinkedIn Sales Solutions can help. If you had asked me earlier this year if I would recommend virtual selling and consulting, I would have quickly said, "Only as a last resort." So be prepared techniques for Improving Long Term Retention of a virtual selling is as a mainstay, buyers! Service and provide tailored ads of attention and engagement methods convince prospects virtual employees requires higher! With our new live online Program: virtual selling - how to get started especially. Psychology, neuroscience, and suggestions shared around the web recently your list you... One can deny that certain intangibles are missing when you ’ re only able to communicate with buyers and through. 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