The coronavirus epidemic, and the limitations it places on face-to-face interactions, have forced salutaries to reinforce how they do their work.
Technological advances in recent years have allowed sellers to interact with buyers in an increasingly virtual manner, making relationships difficult to manifest organically.
Our work, and research, has revealed The Four Virtual Selling Imperatives with clients around the worldSm, Which are mentioned in the new book “Virtual Selling”.
Vendors must be proactive, deliberate and “lead” in those four areas to easily transition from face-to-face to virtual sales.
Imperial # 1: Connect
Connecting covers the core of selling: how to adequately develop a trust with buyers so that they are ready to engage in conversations that ultimately motivate them to make a purchase.
There are three major areas of connect: a) project professionalism, b) orchestrate dialogue and c) develop synergy.
Sellers need to be a buyer who wants to pay attention to it and buy. They can do this, first, by introducing professionalism online and then being intentional in creating the time and space to create synergy.
Finally, vendors need to orchestrate their virtual meetings in which everything is faster, tighter and more organized. This way buyers will feel that their time was well spent and want to move forward with this process. To get started, use this virtual selling checklist.
Prime # 2: Attached
A lot of current messing around and getting buyers attention during virtual and online meetings means that it is very difficult for sellers. This leads us to the second imperative: to engage, you must a) attract attention, b) maximize engagement and c) visually motivate.
A strong opening at a virtual meeting will attract the attention of the right buyer with the bat. But once you have it, you need to capture it.
The secret to keeping the buyer engaged is to follow the 30 + 3 rule. You must attract attention in the first 30 seconds and regain the engagement every three minutes. Engage by checking in, asking questions or stopping by to collaborate.
Smart use of graphs, diagrams and interactive elements is another way to maintain attention. Since virtual selling is inherently a more visual medium, it can be more effective than in-person meetings.
Sellers who virtually attract buyers to the selling experience and take them on a journey.
Prime # 3: Support
Data from the RAIN Group Center for Sales Research suggests that collaboration is critical to sales success.
There are three major areas of collaboration: a) facilitating interaction, b) master technology and c) enable breakthroughs.
Sales discussion requires sellers to engage in a virtual setting to engage and talk to buyers Together Instead of them On them. Smooth integration of technology and collaboration tools can make this easier. A simple brainstorming session can be a powerful way to collaborate, using screen share to write everyone’s ideas. When done well, cooperative meetings can lead to successes that positively influence decision making.
A seller who collaborates really well will tap into the buyer’s sense of possibility and open the buyer’s eyes to new ideas that promote a sense of shared accountability to move the project forward.
Impressive # 4: Impact
Influence is at the heart of the sales process. Online and off, sellers are agents whose main goal is to persuade buyers to do something different.
The three major spheres of influence are a) virtually agree, b) strengthen relationships and c) enhance reputation.
It starts with creating a series of cases to replace the drive.
Becoming a relevant influencer comes down to both strategic, and serious, relationship building. For this, you need to make some deliberate efforts over time. Focusing on how you look online can help you build a strong reputation – something a buyer wants to know better and learn from.
When sellers almost dissipate their influence, they drive behavior and promote change. Buyers have more confidence in the process, provide greater access and are more open to new ideas and different ways of thinking.
Virtual sales success
Focusing on Four Virtual Selling Imperatives can help vendors transition from face-to-face virtual sales more easily. There are challenges inherent in the virtual sales process, but these imperatives will help sellers build stronger relationships and drive sales, ultimately closing the gap between online and offline experiences.