Virtual Selling Conversations with Customers Master the Technology!
By Michael J. Griffin, ELAvate Founder
Recently I conducted Up Your VQ! webinars for my clients on how to have better business discussions via virtual platforms. When we polled our audience, 72% said one of their biggest frustrations is the virtual meeting leader (boss or salesperson for example) fumbling with managing the virtual technology. Ask yourself, “How often have you had this happen to you?”
Leading virtual sales discussions or presentations takes preparation. Being prepared shows you care. It is your role as the virtual salesperson to build trust to create a virtual climate of comfortable communication. Remember your clients can be even more stressed going virtually than you are!
When you begin a virtual sales conversation, you must first “Earn the Right” to conduct a fruitful trusting discussion. The skill steps of “Earn the Right Virtually” are as follows:
- Use Your BOAT to prepare for the virtual journey: Background, Objectives, Agenda and Timing
- Master the Virtual Technology to ensure a professional opening to your virtual sales discussion
- Establish Your Credibility with an agenda with the value of the discussion
- Check for Agreement on agenda and timing
Beginning with these skill steps helps you earn the right to be trusted to start the sales discussion.
What happens if you do not do the second skill step professionally? You may not earn the right to have a discussion, you have frustrated the customer, and you reduce trust the customer has for you. When you open a virtual meeting by fumbling with the technology, you reduce the trust and motivation of your customer(s) to collaborate with you. This lessens the chances of you closing the sale.
The message is this – master the virtual platforms you and your customer employ and the become fluent with the features and options found on virtual platforms. Do this by practicing the virtual sales discussion or presentation with your colleagues or sales coach. Just like learning to play a sport, virtual platform fluency takes practice. This fluency is a competitive advantage. Let your competition be the fumbling virtual idiots.
I have found on YouTube videos that help you master the different virtual platforms: Skype, MS Teams, Zoom or Webex to name a few. Hey, this blog is over – go search YouTube and begin your study and practice of being a professional, trusted salesperson who demonstrates “ I am prepared because I care!”
Be Safe. Keep Healthy. Have Courage. Give Hope through Covid!
Michael J Griffin
ELAvate Founder
Master Sales Coach