With remote work becoming the norm, sales professionals are working virtually more than ever before. According to the 2023 Sales Trends Report, 56% of sales pros have found that selling remotely or through a hybrid model has actually made the sales process smoother.
However, to capitalize on these advantages, it’s crucial to acquire specific skills to build relationships and present compelling value propositions without face-to-face interactions with customers.
Virtual selling is the process of selling products or services remotely, typically using communication technology like video calls, online meetings, email, or chat. It allows sales professionals to interact with prospects and customers without being physically present.
In fact, in a recent McKinsey study, 61% of survey respondents said that, before the pandemic, they primarily sold their business’ products through traditional in-person sales — that number has since fallen to 29%. The same respondents also said that their business’ products and services are now primarily sold online via video conferencing tools
Even with a return to in-person lifestyles, only 20% of B2B buyers say they hope to return to in-person sales. As it’s here to stay, let’s review some essential skills to succeed at virtual selling.
1. The ability to use technology.
To sell online, you need to be comfortable using different technologies to meet your sales goals, especially selling over video, as it is the preferred method of communication for most sales activities.
In addition to video conferencing solutions, you should be comfortable making pre-recorded sales videos, email communication, and social selling (selling over social media).
Using technology also means a general ability to troubleshoot technical issues that may arise, like walking a prospect through the process of authorizing their computer microphone to be used on Zoom.
2. Strong communication skills.
Selling online requires clear and effective communication to ensure nothing gets lost between screens and everything is understood as well as it would be during an in-person conversation.
This includes writing clearly and concisely, speaking clearly, and providing accurate information. You should also be comfortable talking on the phone or via video chat.
3. The ability to build relationships virtually.
71% of sales reps say that building personal rapport has a substantial impact on converting a prospect. As you might never meet your customers face-to-face, an essential part of virtual selling is being able to build relationships online.
Prioritize developing conversational rapport, establishing trust, and humanizing yourself during online interactions, so you don’t just seem like a face behind a screen.
4. Staying motivated.
Selling can be challenging, even in the best of circumstances. When you’re selling online, it’s important to try and stay positive and motivated.
Some tried and true strategies for staying motivated if you feel yourself slipping are:
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- Considering the likely impact you’ve already brought some of your customers
- Breaking up tasks into manageable smaller projects
- Knowing when to take breaks or log off for the day
- Asking for help when you need it.
It might take some trial and error, but the more you interact with your customers online the easier it will be to create a virtual sales process free of kinks that helps you connect with leads and drive sales as well as you would in-person.
