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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.
Enquêtes sur le pouls des employés :
Il s'agit d'enquêtes courtes qui peuvent être envoyées fréquemment pour vérifier rapidement ce que vos employés pensent d'un sujet. L'enquête comprend moins de questions (pas plus de 10) afin d'obtenir rapidement des informations. Elles peuvent être administrées à intervalles réguliers (mensuels/hebdomadaires/trimestriels).
Rencontres individuelles :
Organiser périodiquement des réunions d'une heure pour discuter de manière informelle avec chaque membre de l'équipe est un excellent moyen de se faire une idée précise de ce qui se passe avec eux. Comme il s'agit d'une conversation sûre et privée, elle vous permet d'obtenir de meilleurs détails sur un problème.
eNPS :
L'eNPS (employee Net Promoter score) est l'un des moyens les plus simples et les plus efficaces d'évaluer l'opinion de vos employés sur votre entreprise. Il comprend une question intrigante qui permet d'évaluer la loyauté. Voici un exemple de questions posées dans le cadre de l'eNPS Quelle est la probabilité que vous recommandiez notre entreprise à d'autres personnes ? Les employés répondent à l'enquête eNPS sur une échelle de 1 à 10, où 10 signifie qu'ils sont "très susceptibles" de recommander l'entreprise et 1 signifie qu'ils sont "très peu susceptibles" de la recommander.
Sur la base des réponses, les salariés peuvent être classés dans trois catégories différentes :
- Promoteurs
Employés qui ont répondu positivement ou qui sont d'accord. - Détracteurs
Employés qui ont réagi négativement ou qui ont exprimé leur désaccord. - Passives
Les employés qui sont restés neutres dans leurs réponses.
