We are engaged in what researchers have called, “the greatest experiment of all times in remote working.” There is no question. We’re working virtually and there are few indications that we’ll return to our previous normal. So, in this blog, we will discuss virtual sales conversations.
Particularly in sales, the virtual mode has opened a world of opportunities for businesses to launch their product in any market without worrying up about setting up a physical selling presence there. This mode however has brought its own challenges for sales teams to find newer ways to understand prospects’ businesses, provide them with the right value proposition and establish relationships with them to convert them into successful deals.
It is hence becoming extremely essential to learn how to add a human touch to your virtual selling approach, turning it from a cold and distant space into something warm and inviting for potential customers.
When it comes to virtual selling, we all know we aren’t face-to-face with the prospect. That means we need to rely on empathy and understanding to make a connection.
One of the best ways to do this is to start by spending more time getting to know your prospect. Empathize with their situation and don’t just push a product on them. Your prospect is probably just as frustrated as you are because they’re sitting in front of their computer trying to figure out what you’re offering. You can start by asking them what they’re looking for and what are their problem statements. This way you can tailor your message to the needs of the prospect. You’ll also be able to figure out if you should even bother continuing with the sale because it’s possible your product isn’t right for them.
If you focus on empathy and understanding, you’ll be able to build a connection and increase your chance of making a sale.
One of the most important things about selling anything is building a connection with your prospect. Making virtual selling more humanized is all about building a connection with your prospect.
The most important thing you can do for a prospect is listening to them. Ask them questions and listen to their answers. Don’t think of yourself as a salesman but as a fellow human being. If you’re selling a product, find out what the prospects’ needs are and how your product can help them. Focus on their needs and not on the product. Even if you can’t see your product fit initially, continue to maintain dialogue and show that you’re listening and that you care. Try to see if you can provide any helpful information or tips.
This will make your prospects more likely to trust you. And once they trust you, they’ll be more likely to buy from you. And that’s what it’s all about!
If you want to close more sales, it’s important to know when and how to use emotional triggers in virtual selling. By understanding what behaviors make potential customers feel confident enough to buy, you can better position your products for success.
Acknowledging the prospects’ needs is a great way to get them invested in your product. For example, if you’re selling a executive learning course, you could take the time to describe aloud the advantages of your course for their career growth. This is a great way to find out more about the prospect, especially if they aren’t ready to buy yet. “When are looking to go for the course?” or “Which days would work for them to take the classes?” are some types of questions which will help you to validate their needs further and make them more involved in the buying decision.
As you start to engage the prospect, talk to them about the pain they feel when they don’t have what they need. Without focusing on your product, talk to them about the solutions that will alleviate their pain, this will validate the need in their mind and your conversation will move towards purchase.
Great salespeople always know they have to adapt continuously to the new opportunities and challenges the new virtual selling mode is throwing at them. The faster you learn and tailor your approach, the sooner you will make things work to your success.
We at Zipteams are working on adapting to virtual selling easily and providing a platform to make it really effective for your selling organization. Reach out to us at www.zipteams.com in case you are looking for making the most out of this new mode.