Virtual selling is a collection of processes and technologies that enable salespeople to communicate with customers remotely using both synchronous and asynchronous methods. These interactions are increasingly common in response to the COVID-19 pandemic, and they are also replacing in-person, face-to-face sales conversations. Sales reps are now spending almost three times as much time engaging online as they are in person. Because of technological advances, virtual sales have become a common choice for businesses looking to increase their sales capability, make a smooth transition, and save money.
The virtual sale is on the rise, and there are no signs that it will slow down soon. According to a Salesforce report, 60% of sales reps have raised the amount of time they spend remotely meeting with clients and prospects since 2015.
3 major benefits of selling virtually to your business
You may already have an office or shop that manages all of your company’s activities and product delivery to customers. However, if your organization is looking for ways to boost revenue faster, lower your operating costs, and boost your profit margins, virtual sales are the key.
The Internet is a strong tool for bringing businesses to a wider audience. Every day, millions of people use the internet to browse for education, learning, traveling, and goods and services. Shopping online is becoming more popular year after year, as it is seen as a convenient way to buy goods at any time of day. In the same way, virtual sales are on boom. People prefer virtual sales rather than selling face to face.
- Virtual sales reps can operate from anywhere – When it came to hiring sales reps for a specific geographic region, your company probably looked for someone who already lived in the same region. On the other hand, when selling virtually your company can recruit people from all over the world. That means your organization has a much better chance of finding highly qualified employees. You may also be able to find some hidden gems, such as talented salespeople who live in more rural areas with lower housing costs and are willing to work for lower pay than some other candidates who live in big cities.
Virtual reps aren’t bound by geographical boundaries – Sales reps have long been allocated to particular geographic regions by B2B companies to reduce the amount of long-distance travel their reps had to do. When you don’t need to drive, however, you can discover that there are many more effective ways to separate your prospects and customers.
Maybe your organization has a sales rep who excels at marketing to software companies, retailers, or another vertical sector. Maybe you have a sales rep who excels at marketing to Web-based businesses or distributors. Maybe someone excels at engaging with small business owners or navigating the layers of bureaucracy at Fortune 500 corporations. Your organization should delegate your sales reps to accounts where they will be most successful, whatever the case may be.
A larger sales book can be handled by virtual reps – As many sales reps are well aware, your organization spends a lot of time traveling when they have to go to every meeting in person. When your organization eliminates all of the travel time, as well as related time for parking, arriving early for meetings, setting up, and so on, the sales reps suddenly have a lot of time on their hands, which they can use to hold more virtual meetings. As a consequence, each salesperson’s productivity and efficiency increase.
Tips to sell virtually like a pro
Let’s talk about how to successfully cope with the challenges of remote sales while still reaping the benefits. And the question starts with how do you do virtual sales? Make sure to display the human being behind the screen when people meet you via a screen or a phone. Make a connection with others.
- For any sales pitch, but particularly virtual sales, the tone of voice is crucial. It’s difficult for a prospect to see anything interactive, even though you’re using a video contact tool. They won’t be able to see your whole action or recognize any of your body languages and they won’t be able to see you from head to toe. As a result, they will pay close attention to your speech and how you make the pitch.
- Make sure the presentation isn’t too text-heavy.
- Visually appealing elements such as infographics, statistics, images, or pictures may be used to break up a text.
- Keep it brief and to the point; just provide important material.
- When giving a presentation, don’t read directly from the slides.
- Encourage audience engagement by asking questions during the presentation.
- Allow enough time in the end for questions.
effective ways to manage your virtual sales team
- Set clear expectations – Encourage salespeople to achieve higher success standards while setting goals. Setting clear goals for the remote sales team gives them a benchmark to strive for. Sales goals, detailed online protocols for working on leads, and time management tips should all be included in the benchmark.
- Encourage their virtual sales interaction during team meetings – Encourage the team members to communicate positively. Weekly meetings improve collaboration and provide an opportunity for the team to learn from one another. For example, a sales representative can thoroughly clarify a new remote marketing strategy that they use with hesitant customers. Or someone could tell you about how they closed four deals in one day.
Are you ready to make your sales team a virtual sales team at centum learning?
We believe that sales in virtual channels are influenced by a variety of factors, including technology, distractions, the number of people in a meeting, and so on. Furthermore, various people behave in different ways: some are not sufficiently engaged, some are easily distracted, and almost everyone is so busy that keeping track of key client associates can be difficult at times.
Confidence is at the top of the list that matters most to decision-makers when interacting with sellers, according to LinkedIn’s 2020 Global State of Sales Report, which is focused on feedback from more than 10,000 customers, salespeople, and sales managers. This necessitates exploring esoteric methods for building partnerships and trust – the cornerstones of any sales – as well as, most importantly, closing deals virtually.
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