Your Guide to Virtual Selling Best Practices

Posted on January 4, 2022By Terri Herrmann

The ongoing COVID-19 pandemic has transformed the way businesses operate across the globe. While physical meetings and conferences were a top choice in the past, now, because of travel costs and lost productivity and more, businesses are moving to virtual selling. However, there can be a learning curve when switching from in-person to virtual prospecting and remote sales. At CharismaQ, we understand that selling is hard. When 46% of sales reps don’t make quota and only 13% of buyers think their salesperson understands their needs, it’s imperative that your team confidently knows how to sell virtually.

What is Virtual Selling?

Virtual selling is a sales process where advanced online technologies replace the traditional in-person role to allow salespeople to connect with customers remotely. This eliminates the need to travel, as you can get in touch with customers from anywhere and at any time.

How to Improve Virtual Sales

Here are four virtual selling tips to help you improve your business operations:

1. Choose Video Over Audio

When it comes to virtual selling, you can choose between two types of video tools: synchronous and asynchronous. The former includes platforms like Zoom, Google Meet, and Skype, whereas the latter includes Loom, Hippo Video and OneMob. Using video to make a sale is essential as it builds a sense of trust among customers. Through non-verbal communication, you can engage more, which helps in understanding their expectations and needs. Video also adds an element of transparency that modern customers always look for.

2. Know Your Audience

Next, you need to ensure that you’re fully prepared for the virtual meeting. Send your client a calendar invite with the agenda, time and date of the meeting. You should also spend some time researching your buyer, their demands and their business points. Make sure all your presentation pointers are ready and placed in an organized manner. Client’s feel assured when they communicate with confident sellers, so ensure that you display the right emotions and body language.

3. Show Empathy & Listen Actively

You need to listen carefully to your client to ensure that you offer the right solutions. Take note of their demands to demonstrate how your product or service meets all their needs and more. Don’t be afraid to ask questions to ensure maximum clarity.

4. Consider Virtual Selling Training

Getting help from a professional sales communication coach will work to boost overall company growth. CharismaQ is the top choice for virtual selling training and charisma coaching. We offer different solutions such as professional sales training programs, developmental sales coaching, soft skills development, sales communication skills training, and more that are customized to fit each company’s unique needs. Our professionals will train your team to be confident communicators, taking your sales to new heights. Get in touch with us today.

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