To actually make the switch is another thing entirely

[rifat28dddd]

People
Virtual selling isn’t a pickup game. It’s not something you just “do.” You don’t take your in-person skills and just show up at the opposite end of the camera. That isn’t going to cut it. A well-prepared and well-practiced sales rookie will outsell even the most seasoned of sellers. Sure, you can wing it, and you may have already experienced some success. But what happens when your competition shows up to the game with a purpose-built studio set, good lighting, a professional background, and a well-polished presentation? You will get destroyed.

Organizations must invest in the training and resources for their members to provide the most excellent experience to their prospects and customers. It’s a whole new game, folks. Having a poor virtual environment (using your built-in webcam, goofy headphones, bad lighting, and a silly virtual background) is no different than showing up to an in-person meeting with dirty pants and a wrinkled shirt.

Tools
Good cameras, excellent microphones, purposeful lighting, and south africa telegram data digital switchers are just some of the tools sellers need. Securing and conquering your virtual meeting platform is paramount. Anything that happens to affect the meeting quality will be seen as your fault, so it is essential that you establish unprecedented expertise in every facet of your virtual meeting platform. (And hey, don’t skimp on this. There are a lot of really, really bad platforms out there. They’re usually cheap, so be careful.)

You must also invest in and master social media platforms such as LinkedIn. Live chat is big, and organizations must get this implemented and executed in a relevant and meaningful way. Video messaging is another powerful, must-have tool that can and should be used throughout the entire sales journey. Uncomfortable with these things? Your competition isn’t.

Processes
To acknowledge that you need to adopt virtual processes is one thing. Taking your pre-pandemic processes and adapting them to a new virtual and digital self-service world is fundamental to differentiation and survival. The way we prospect, conduct initial meetings, facilitate discovery, meet, present, and negotiate must all evolve.

I’ve seen traditional sales organizations migrate from in-person prospecting (plus five days a week of windshield time) to fully digital in just a few months. You can do it. It requires creativity, determination, diligence, and maybe even a little outside help. But most selling organizations have the ability to transform from traditional to virtual.