The 4-Step Framework To More Effective Remote Selling

The world looks a lot different today than it did before 2020: the masks, the travel protocols, the hand sanitizers. But perhaps the most monumental change is the shift to remote work and remote sales. A whopping 72% of white-collar workers report doing their jobs remotely these days. If you’re a professional salesperson, you’re probably one of them. And while you may have thought the shift was temporary at first, you’re likely starting to realize that remote selling is quickly becoming the new normal. But how is remote selling affecting salespeople like you? What does remote selling mean? And how can you become world-class at doing it and learn to thrive from this massive shift? This guide covers what remote selling is, some remote selling techniques and the pros and cons of this new world of sales. We also detail our four-step framework that shows you how to do remote sales as effectively as in-person ones. What Is Remote Selling? Also known as virtual selling, remote selling is selling your product or service to a buyer in a different location from you. It can be done over the phone, through video calls, or even through live chat (though rare). While salespeople and buyers alike tended to prefer in-person sales meetings, the rise of covid has turned remote selling into the preferred method. Plus, it looks like remote work is becoming the norm for most companies. Markets are adjusting, and new technologies are making the switch to remote selling easier. Even still, there are both pros and cons to this new medium in sales. If you've not had sales training on how to sell remotely, then keep reading. Pros & Cons of Remote Selling As with any monumental change in the sales process, the shift to selling remotely and online meetings has its ups and downs. Pros * Zero Travel Time – Working from home means no more commute to the office. For you, that means a better work-life balance. On top of that, there’s less time wasted from in-person meetings (waiting for another party to show, navigating around the office, getting coffee, etc.). * Easier to Coordinate – Connecting with the buyer has never been easier, thanks to remote selling. It takes, on average, eight touches before a lead is ready to buy. And a sizeable chunk of those touches are live meetings. The easier it is to coordinate, the faster you can move them through the sales cycle towards a purchase decision. * Benefits of New Tech – Don’t be scared of all the new tech! There are plenty of benefits to these tools that you can use to make your job easier. Video conferencing software lets you record sales meetings for reference later or to pass on to the buyer. The digital nature of meetings enables you to patch in subject matter experts during a pitch for team selling and more effective closing. The wealth of your sales collateral collection is now at your fingertips at a moment’s notice. The list goes on, too. Cons * Less of a “Feel” for the Buyer – Perhaps the biggest downside is that you and the buyer are missing out on some nonverbal communication—often the “je ne sais quoi” of selling. A small scrunch of the brow, tap-tap of their finger, widening of the eyes. They all go a long way towards getting a feel for the lead and knowing how to craft the pitch.