Selling is an art.
It takes both talent and skills, and a lot of practice to make a genius salesperson out of a regular one.
Just like any other occupation, sales require patience and a good understanding of the human psyche. As they say, a good salesperson is the one who understands his customers’ needs.
“Don’t find customers for your products. Find products for your customers”- Seth Godin
It’s no rocket science that every sales rep should have a good command over his communication skills and how he presents his product- not to sell but to provide a solution. After all, everyone is looking for an answer, so it’s essential to show them value, not just price.
In today’s digital world, there are several solutions available. However, getting the right one is a whole different story. Hence, it becomes a salesperson’s duty to rescue his customers from the dilemma of choosing.
When it comes to virtual selling, many sales reps find it challenging to build a rapport with their potential customers. This makes them lose deals and hinder their revenue growth.
Digital selling is the new normal
Yes, that’s the bitter truth. With a changing world, the norms of the corporate world are changing too.
Due to the pandemic, 163% more sellers were found shifting to virtual selling. And according to firms like Brian and McKinsey, virtual selling will continue to take over face-to-face selling even after the pandemic is over!
From saving your travel time to providing momentum to your customers’ decision making, virtual selling has its pros and cons.
Many sellers noted that virtual selling did not let them build a lasting relationship with their customers, which affected their long-term sales goals. Also, they said that keeping their customers interested was a laborious process.
“Sales is not about selling anymore, it’s about building trust and educating.”- Siva Devaki
Being in front of the camera and trying to win over people isn’t everyone’s cup of tea. It comes with a lot of challenges, and salespeople make mistakes during the process.
Leveraging virtual sales can be a big step for many salespeople, and for that, you need to stop making these common mistakes.
These mistakes in selling virtually can cost you more than you think
Mistakes are the first step towards learning. However, making too many of them can turn out to be fatal for your growth. We have listed eight common mistakes that almost every sales rep makes during a virtual selling session that, if avoided, can yield some amazing results for you!
1. Keeping the conversation one-way
Do you feel an urge to fill the vacuum in between words while on a call to avoid awkwardness?
Our advice? Don’t do it!
A sales pitch should never be a monologue but a conversation. Ask your customers what they are looking for, and then give them a solution that fits them best.
Solution: Let others talk too, be a good listener.
2. Not putting in enough efforts to build relationships
‘Relationship’ is the buzzword in your profession. Never forget that.
Most people who are new to the virtual world try to keep their sessions shorter than in-person meetings. Result? Less time for rapport-building.
More than 50% of buyers, according to RAIN group’s Virtual Selling Skills and Challenges Study, say their decision of buying depends on their relationship with the seller. However, according to the buyers, only 25% of sellers are effective at building lasting relationships.
Solution: Work on relationship management even if you are meeting your clients online.
3. Not doing enough research
A meeting without an agenda is just a waste of time. And no one likes their time to be wasted.
Salespeople often forget to plan their online meeting, due to which the meeting remains directionless, and your potential customer loses his interest in your pitch.
Do your research beforehand, and share a proper agenda with your clients before the meeting begins. You can also ask them to make any necessary changes accordingly so that both sides are on the same page (or screen)!
Solution: Structure your meeting, and include your clients into the plan.
4. Allowing technical issues ruin the moment
Do you like talking to a frozen screen?
Of course not. Nor do your clients.
Technical glitches can be a huge turn off for your clients and lead to a loss of a deal, even if it’s properly structured.
What good is your pitch if you can’t deliver it smoothly?
Work on these issues beforehand, ensure you have a stable internet connection, and all your videos are running properly.
Solution: Take a dry run before you start the meeting.
5. Staring at yourself
Everyone gets a bit self-conscious sitting in front of the camera, especially when you are selling.
But what happens when you keep staring at yourself during the meeting?
Well, your clients might not catch you red-handed, but you will surely miss their reactions. When you don’t pay attention to what they feel, you don’t understand why and how the meeting didn’t go in your favor.
Solution: Look for minute reactions from your clients and catch hold of them. You can use those hints to direct the conversation in a way that engages them better.
6. Staying still
Who likes stillness?
Wouldn’t it be better to keep the camera shut if you are not going to do anything on the screen?
“A salesman minus enthusiasm is just another clerk.”- Harry F. Banks
Animate yourself. Use hand gestures, act, express, and show that you are enjoying this conversation. This would work in your favor because they would feel comfortable to react too, and there you get the hold of it!
Solution: Express yourself, and don’t sit like an inanimate object.
7. Aren’t presentable and look unprofessional
Admit it. We all have attended official meetings while we were least presentable.
Comfy pajamas and hair like a bird’s nest have been our unofficial dress-code throughout the pandemic.
The moment of truth- It looks unprofessional.
At the very least, you wouldn’t want your potential leads to think you are ill-mannered or unprofessional in any way. In the corporate world, a person who doesn’t present himself well cannot hold his clients’ attention for long.
Think about it. Why would you buy from a person who doesn’t know basic professional manners?
It’s harsh, but it’s the truth.
Solution: Look the way you would during a face-to-face meeting, and don’t let the background noises distract your clients from closing the deal.
8. Not collaborating with the team
Remote work has led a lot of us to disconnect from our colleagues. But that shouldn’t mean that you can’t work together.
It’s necessary to collaborate with your team now and then to stay connected and learn how much everyone has progressed with their work.
Try getting everyone on virtual meetings and discuss your work with them. Understand how each one of them is working and learn from their mistakes.
Solution: Come on a single platform, a CRM, or any collaboration tools, and stay connected.
It’s a whole new world of opportunities ahead of challenges
Making mistakes comes naturally to every human being. But those who are successful are the ones who learn from their mistakes and work on their betterment.
1. Understand your buyer’s psychology
Being sensitive to your buyers’ requirements is necessary. A good salesperson is the one who understands his customers.
By apprehending the psychology of selling, you can provide better solutions to your customers and keep them engaged for a long time.
2. Communicate creatively
No one likes a dry presentation. And no one’s got time to read through long paras in your emails either.
Include infographics, videos, and photos in your presentations and emails, so that your client is always looking forward to receiving mail from you.
3. Incorporate the right tools
Good selling is not just about how you present yourself and your product. It’s also about how you manage your time and customer data.
Make the best out of what the digital world has to offer. Get yourself a platform that does all the work for you so that you can concentrate on making your clients happy.
CRM software helps you automate your work and keep all the data handy. It also provides a single stage for your team to collaborate and work efficiently.
4. Stay connected with your team
A team that stays connected is a team that works efficiently.
“Great things in business are never done by one person. They are done by a team of people.”
Collaborate, engage, converse with your teammates, and maintain the team culture even when you are not at the office.
Also, keep updating your CRM regularly so that it’s easy for your managers to keep track of your progress.
5. Plan your day well
An unplanned day is a day wasted.
Making the most out of your day is a sure-shot way to get over any backlogs and sell better. Also, keep time for yourself, set boundaries between your work and personal life.
Get. Set. Remote!
Adaptability is the key to surviving in times as trying as these.
The world isn’t going to give us much choice, so remote work is the new way of life. Only if you get over your ‘virtual-selling blues’ you’ll be unstoppable at aceing at the art of Sales!
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