In remote selling scenarios, people act differently. They are less engaged and more easily distracted. Traditional selling approaches that rely on formality and the natural connectedness people feel when sitting face-to-face are separated by the artificial and often casual nature of selling over video. During virtual sales meetings, there are several traps to avoid; avoiding these pitfalls necessitates the use of selling skills and tactics that must be performed with a high level of intentionality. The ability of a salesperson to appear credible over the video, establish a genuine link, and have a positive interaction that builds confidence is critical. Small errors result in increased distractions.
In a virtual sales process, we conducted a Virtual Selling training program in Delhi that equips salespeople with the skills and strategies to improve credibility, establish interaction, promote transparency, and build confidence to drive momentum and close deals. Selling in a virtual environment is more challenging than selling in person, specifically when sellers are thrown into a virtual sales meeting with little knowledge or planning and are already pressured due to the current global situation. So that sellers can concentrate on the right stuff, sales leaders must instill calm and trust. Customers who are scrambling to keep their companies afloat want sellers to instill calm and trust.
Benefits of virtual sales
- Gamification – Since salespeople are competitive by nature, successful virtual sales training must capitalize on this trait. Although several live sales training programs provide group practice sessions with prizes for the best performers, only a few document progress during the program. Since training lasts a few weeks, virtual sales platforms allow you to keep track of your progress and reward your salespeople. This allows everyone to put the skills learned in the training to use to meet the KPIs they set for themselves.
- Focus on practice – Deliberate practice has been shown to help with long-term retention. It’s the continuous and constructive practice of a technique to improve at it. After each lecture, we enable students to put what they’ve learned into practice, such as making specific improvements to their LinkedIn profiles or using specific models to communicate with prospects. In reality, 95% of end-of-course survey respondents say the training allowed them to put the skills they learned in class into practice.
- Repeat the process – Why do so many sales reps have trouble remembering and applying what they learn in training? Since a one- or two-day training event does not give sellers enough time to put what they’ve learned into practice. VS platform on the other hand, over several weeks reinforce main points and strategies. Reps are learning and relearning, and the teaching includes practice so that they can apply what they’ve learned.
- Assessments are crucial – Assessments are important for determining whether learners understood and fully comprehended the knowledge presented during training. It’s difficult to provide evaluations during live training activities. Even some of the best virtual selling skills training programs, on the other hand, have an evaluation at the end of each module. These tests, which are built into the curriculum, ensure that reps understand key concepts before moving on to the next module.
- Personal training – Successful learning necessitates immediate input. Students have access to virtual, live coaching sessions where they can address topics discussed during the previous week’s training, how to adapt them to their individual needs and ask sales coaches any questions.
Virtual sales tip: Help to sell virtually
- Right sales tool – The target for your sales team should be to have access to the right resources. Since every organization is a little different and has different sales tactics, the resources you choose can vary from the next individual. Connect with your sales team, conduct a survey of popular tools, evaluate your tactics, and identify sales technologies that can help everyone succeed.
- Adapt social selling – Currently, 97 percent of customers use the internet to browse for and study goods and services. A social selling strategy is essential now that social media networks have become a fantastic way to communicate with consumers and customers. Almost every sales team can engage in some kind of social selling, but it is an absolute necessity when selling remotely.
- Prepare sales materials – You may already be doing so, or you may forget, but you must remember to share any presentation materials before your calls. Additionally, there are technical problems such as dropped calls or lags in the video. If that happens, you’ve at least shared the important information ahead of time.
- Alignment with marketing -So, why does alignment mean even more in virtual selling? In most cases, the marketing team would be the ones to produce the bulk of the tools and collateral you need. Anything from instructional blog material to guides or whitepapers, presentations, videos, and even nurturing email assistance.
We have plenty of advanced tools and services available on the internet when it comes to technology in the virtual sale environment. These tools are available on any computer, including a desktop, laptop, smartphone, or tablet. Video conferencing, live communications, voice calls, chatbots, and mailers are all standard features of these tools. Although the majority of the activities can be completed in a virtual world. However, in most industries, sales have historically been associated with an offline form, where physical presence and meetings are critical to success. To fully embrace and implement a virtual selling strategy, sellers need a game plan, as well as trust and ability. And practicing in a virtual world is the only way to build trust and ability. Much as in sports, the team with the best conditioning usually comes out on top. What will help sellers continue to participate in fruitful discussions and instill the faith and trust required for customers to make buying decisions in these challenging times is arming them with an awareness of the particular challenges, a collection of best practices, and lots of practice. Organizations have done an excellent job of transforming their conventional sales feature into virtual sales in the face of the pandemic’s pressure.