The number one reason why you are struggling with virtual selling and what you can do about it.

Is there really a difference between virtual selling and traditional in-person selling?

I would argue for the most part that there isn’t a difference between the two. Both virtual selling and traditional in-person selling involve selling. In addition, selling has a defined cycle that has to be followed to ensure success whether you are selling virtually or in person. The sales cycle has 7 main stages:

  • Preparation- Understand your product, understand your competitors, understand your value proposition

  • Prospecting and researching- Find prospects that fit your customer profile, discover their challenges

  • Outreach- Start your outreach and engage with prospects

  • Pitching - Articulate your value proposition in a personalized manner

  • Objection handling- Address concerns and objections

  • Closing- Finalize on the agreement terms, get the necessary documents signed and deliver the product/service required

  • Follow up- Nurture customers and their experience to ensure customer satisfaction

From speaking to salespeople, the number one challenge that they face with virtual selling is knowing how to connect and engage with the prospects. They, therefore, tend to prefer in-person selling because it is easier to engage with prospects. The reason why salespeople are struggling with virtual selling is due to how they present themselves.