Virtual selling has become the new norm for B2B sales. If you want to stay ahead of the game, you need to learn how to sell better in a virtual world. Here are six game-changing strategies that will take your virtual selling game to the next level. Read the rest of this article and close more deals than ever before.
- Rethink video conferencing: Video conferencing is now a necessity & provides new challenges when it comes to rapport building. It’s harder to establish a personal connection and read nonverbal cues. This can make it difficult to create a sense of trust and understanding that is necessary for successful B2B sales. Focus on reading their body language and facial expressions. Dress appropriately and maintain eye contact during the call. Always have professional visuals to go with your calls, such as pitch decks, product demos, or case studies to illustrate your message.
- Overprepare for your virtual sales calls: Preparing for virtual sales calls is crucial to delivering a successful pitch. Beyond impressing your prospect. Your preparation will develop a sense of confidence & credibility for yourself. Spend 1-2 hours researching your client’s company and industry before the call. Prepare a strong opening, practice your pitch, anticipate objections & double check your technology.
- Listen first, pitch second: It can be tempting to focus on your pitch during a sales call. It’s important to remember that successful selling is about understanding the prospect’s needs and finding solutions that meet those needs. This requires active listening and a willingness to put the prospect’s interests first. From here you can adjust your pitch to apply to their unique situation. By doing this you will create new opportunities that you couldn’t plan for, see fewer objections & build strong trust.
- Focus on the story: Virtual calls are easy for clients to become distracted or disengaged. With the ease of virtual calls often results in busy entrepreneurs booking their schedule to the max with meetings. Use storytelling to illustrate how your product or service has helped other organizations in their industry. Share real-world examples of how your product has solved similar challenges and generated positive outcomes for your customers. Additionally, highlight the benefits of your product, such as time savings, cost reduction, increased productivity, and revenue growth, rather than just the features.
- Follow-up: Following up after a virtual sales call is essential, just like in-person sales calls. Send a personalized email or message thanking the client for their time and reiterating the value of your product or service. Share additional resources, such as case studies or testimonials, that can further illustrate the benefits of your offering. Additionally, schedule a follow-up call or meeting to discuss any questions or concerns they may have and to move the sales process forward.
Whether you love or hate virtual selling, it’s here to stay. Selling virtually as a B2B salesperson requires a shift in approach, but it’s not impossible. Remember to be patient and persistent, as virtual selling may take some time to get used to, but with practice, you can become a virtual selling pro.