Updated: Feb 23
Traditionally, sales was built on in-person meetings and events but now sales has evolved to include virtual selling with the use of virtual selling tools such as LinkedIn and personalized video.
With human nature leaning towards resisting change, let’s bust a few myths present in virtual selling:
1. Virtual selling is all about virtual technology apps
Selling virtually isn’t about the feature Zoom offers against those of Google Meet. Selling virtually is about using these virtual technology apps to support your customers in their buying journey.
Selling virtually or in person requires that you create a good relationship with your prospects. You need to provide value to your prospect by demonstrating an understanding of their problems and offering a valuable solution to that.
Whether you use Zoom or Google Meet, your value proposition must be different based on how you solve customers’ problems.
2. Virtual selling limits trust
First of all, the experience of engaging face to face versus engaging virtually will always be different. However, this doesn’t mean that we can replicate the best practices present in in-person meetings and invent new practices for virtual selling to improve the experience.
To build trust virtually, here are a few suggestions:
Switch on your camera
Have your camera on from the start. This will encourage other participants in the meeting to switch on their cameras as well.
According to Gong, closed deals won involved 41% more use of video than lost deals. Improved engagement by switching on your camera can be the difference between you hitting your sales quota or you missing it.
Use asynchronous video
Asynchronous video communication happens when a video is recorded by the salesperson and sent to the prospect or customer to watch at their own time.
You can personalize the asynchronous video by sharing additional information that is relevant to the prospect based on their pain point which improves trust.
3. Customers aren’t buying online
Mckinsey, in a study, found out that the amount of revenue generated from video-related activities jumped by 69% since April 2020.
In addition, 70% of B2B decision-makers buyers are open to making new, fully self-serve, or remote purchases in excess of $50,000.
This clearly shows that customers have already adopted virtual buying therefore it is up to the salesperson to implement virtual selling strategies to meet and engage with customers in the way customers want.
What myths did you have when you started selling virtually?
Comment below and let us know.