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The Center for Sales Strategy Blog

How to Improve Virtual Selling

How to Improve Virtual Selling

It's been nearly six months since the first social distancing orders were issued—six months of working from home, Zoom meetings, and not wearing work clothes. Back in early April, most of us didn't think that this new normal would last more than a few weeks.

Well, we were wrong.

Working remotely, Zoom meetings, casual every day, is here to stay for a while and maybe forever. We must ensure that we’re not only enhancing our techniques for virtual selling but also becoming as personable on a Zoom call as we are face-to-face. If you’re not comfortable with virtual selling, you’re going to have serious problems moving forward and succeeding in this brave new world.

3 Ways to Improve Your Virtual Selling

How do you improve your virtual selling skills? First, you need to recognize that this is not going away anytime soon. You must embrace our new normal and look for ways to use technology to make you more efficient and effective in your job.Adjusting a Proven Sales Process

Here are three ways to improve your virtual selling:

1. Be Focused

It's ironic, but working from home is sometimes more distracting than being in the office or in front of a prospect. When you’re meeting face-to-face, you would never leave your phone ringer on, be distracted by notifications, or Facebook alerts.

When you’re on a virtual sales call using Zoom, those dings, bells, and alerts are so tempting. You'll take a quick look; the prospect won't notice, right? WRONG! They will, and they do! Be sure to turn off your phone, your email, shut your door, and focus on your client or prospect. 

2. Be Dynamic

If you were meeting in-person, you would be prepared, have an agenda, and a presentation, right? And yet, when salespeople meet virtually, they’re not doing this. This is still a sales call. You need to bring your A-Game. Be dynamic! Be curious! Be prepared!

Create a visual to share that includes, but is not limited to, an agenda, a brief overview, questions to discuss, and next step action items. By preparing a visual presentation, you’ll take some of the pressure off yourself since you'll have a document to discuss.

3. Be Normal

You know what I mean. When on a shared screen call, there are some people who act completely differently than if they were meeting in person. Yes, it can be a little awkward at first, but the more you practice, the better you will be on your virtual sales call. If you are nervous, role play with your manager, another seller, or even your spouse. Act normal, be yourself, and the call can even go better than those old school face-to-face meetings.

In our brave new world of working remotely and virtual sales calls, it pays off to be prepared. Follow these three simple steps, and you'll improve your virtual sales calls. 5 Min, On-Demand Webinar: Manager Tips for Working with a Remote Sales Team

Topics: Remote Team virtual selling