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Virtual Selling
Virtual selling means selling products or services remotely, through digital channels and technology platforms, without needing in-person interactions.
It is easy in today’s digital age, especially with the rise of e-commerce and the expansion of online marketing.
What is virtual selling?
Virtual selling is an umbrella term for the collection of processes and technologies of sales reps to engage buyers remotely.
Virtual selling involves engaging with potential customers, building relationships, and closing sales using various digital strategies. Virtual selling tools include sales pitches, price negotiations, creating loyal customers, and purchasing goods and services.
What are the advantages of virtual selling?
The advantage of virtual selling is:
- Cost saving: Virtual selling can significantly reduce costs as compared to traditional in-person sales methods. It eliminates expenses associated with travel, accommodations, and physical infrastructure.
- Enhanced communications: Allows video meetings, email, chats, and other communication platforms to digitize effective communication and connect to customers more effectively.
- Expanded reach: Virtual selling allows a wider audience, including geographical boundaries, and eliminates the limitations of physical locations to connect potential customers.
What are the disadvantages of virtual selling?
The disadvantages of virtual selling:
- Increased competition: Virtual selling has lowered entry barriers, leading to increased competition in various industries, adopting virtual selling strategies, sales professionals, and high competition for customer attention.
- Limited non-verbal cues: Virtual selling limits non-verbal cues in in-person interactions, such as facial expressions, body gestures, or communication style.
- Technological challenges: Virtual selling is all about technology and digital tools. Technical issues such as poor internet connection, audio quality problems, or software glitches can disrupt sales interactions.
What is an example of a virtual selling?
An example of virtual selling includes:
- A sales rep conducting a product demo via Zoom or Microsoft Teams.
- Sharing product features through screen sharing.
- Answering client questions in real time.
- Closing the deal through digital communication without in-person meetings.
What are virtual selling best practices?
Some key virtual selling best practices are:
- Build rapport early in the conversation.
- Use high-quality video, audio, and reliable internet connection.
- Prepare interactive and visually engaging presentations.
- Ask open-ended questions to keep buyers engaged.
- Personalize the conversation based on CRM data and buyer needs.
- Follow up promptly with relevant information and next steps.
Why is virtual selling important?
Virtual selling is important because:
- It expands market reach beyond geographical boundaries.
- Reduces travel expenses and saves time.
- Increases flexibility for both sellers and buyers.
- Allows the use of advanced digital tools for better buyer engagement.
- Helps sales teams stay competitive in a remote-first environment.
How to sell virtually?
To sell virtually, follow these steps:
- Research your prospect thoroughly before the meeting.
- Schedule a video call and test your technology in advance.
- Create a clear agenda to structure the conversation.
- Use screen sharing for product demos and visual aids.
- Maintain eye contact through the camera and practice active listening.
- Follow up with personalized proposals and stay connected to nurture the relationship.
Encuestas sobre el pulso de los empleados:
Se trata de encuestas breves que pueden enviarse con frecuencia para comprobar rápidamente lo que piensan sus empleados sobre un tema. La encuesta consta de menos preguntas (no más de 10) para obtener la información rápidamente. Pueden administrarse a intervalos regulares (mensual/semanal/trimestral).
Reuniones individuales:
Celebrar reuniones periódicas de una hora de duración para mantener una charla informal con cada miembro del equipo es una forma excelente de hacerse una idea real de lo que les pasa. Al tratarse de una conversación segura y privada, te ayuda a obtener mejores detalles sobre un asunto.
eNPS:
eNPS (employee Net Promoter score) es una de las formas más sencillas y eficaces de evaluar la opinión de sus empleados sobre su empresa. Incluye una pregunta intrigante que mide la lealtad. Un ejemplo de preguntas de eNPS son ¿Qué probabilidades hay de que recomiende nuestra empresa a otras personas? Los empleados responden a la encuesta eNPS en una escala del 1 al 10, donde 10 significa que es "muy probable" que recomienden la empresa y 1 significa que es "muy improbable" que la recomienden.
En función de las respuestas, los empleados pueden clasificarse en tres categorías diferentes:
- Promotores
Empleados que han respondido positivamente o están de acuerdo. - Detractores
Empleados que han reaccionado negativamente o no están de acuerdo. - Pasivos
Empleados que se han mantenido neutrales con sus respuestas.
