Selling Virtually? You Know Most of the Skills Already!

   By Michael J Griffin3 minute readB2B salespeople now have to sell virtually. Guess what?  You have been selling virtually all along using our cellphone, WhatsApp and Skype. You have been part of virtual meetings, using our persuasion skills within our company. So what really is needed for virtual selling?We are being bombarded with offers to sign up and attend virtual selling skills workshops. Let’s get real. What do you really need to be good at for virtual selling? Most of the virtual skills needed you already have as a successful face to face B2B businessperson!Keep Using your B2B Selling Skills. The skills you learned in face to face selling are still crucial for selling virtually. All the B2B selling skills are employed in virtual selling situations.Master Your Platform Technology. Our customer surveys tell us their number one problem with virtual salespeople is they fumble with the technology. This frustrates customers and makes you look very unprofessional. Trust drops and sales become more difficult. Make sure you master platform technology features to move the sale forward.Prepare your Support Material. Have your support material ready to share in virtual format. This can include proof sources, presentations, and product information. Have them in a folder on your desktop or handphone ready so no need to fumble to find them. If you need to do a virtual demo, make sure you practice before meeting the customer.Up Your Attitude to Listen Well. Virtual communication requires you pay more attention and really listen to your customer as virtual platforms can make communication more difficult. Best way to do this: up your attitude to help and serve.Up Your Energy Level. Virtual persuasion needs a higher level of energy to inspire your customer to interact and communicate. This can be my raising your voice volume and ensuring your webcam shows your hand gestures and facial expressions.Employ the Shepherding Skills. When you sell virtually you need to use the skill of confirming you understand what the customer says, and, checking questions to make sure the customer is “on the bus” with you. These skills build trust and minimize misunderstandings. Ensure you shepherd the discussion and understanding to a win-win decision to move the sale forward.Demonstrate much more Empathy. Virtual business meetings can be stressful for your customer. They may be stressed from issues resulting from Covid. Listen for opportunities to agree with, affirm or empathize with your customer. Empathy from the heart builds trust and our research shows it can double your chances to close the sale.Practice, Practice, Practice. Make sure you do practice virtual selling role plays with your sales coach or with your peers. Virtual selling, like learning a new sport demands practice and requires feedback & coaching. Set up these practice sessions now! Become a fluent virtual B2B communication expert and see your sales revenue climb!Encouraging you to up your skill to sell virtually! Show your customers leadership and professionalism! Michael J GriffinELAvate Sales CoachSales Productivity Process Consultant