Remote sales has become the new norm in post-Covid world. In fact, according to Hubspot survey, 63% of sales team leaders say that virtual meetings are just as or even more effective than face-to-face meetings.
Selling remotely is more challenging than it sounds. But don't worry. You are not alone in this.
Companies worldwide are adapting to the new normal and plenty of remote sales techniques are out there to help you become a pro at it. Being a pro at remote sales is about more than just mastering the technology and tools you need to do your job. It's also about developing skills that will allow you to connect with your clients and customers on a deeper level, even when you are not in the same room.
Without further ado, let's dive into remote sales and learn how to become a pro at selling from anywhere!
Be respectful of your prospects’ time
Your prospects are busy, and you're also busy. That's why it's crucial to be respectful of your prospects' time. Being on time, prepared, and mindful of the length of your calls and meetings is essential to building a solid relationship with your prospect. Always schedule meetings and calls in advance, and don't be afraid to send a friendly reminder. Come prepared with a clear agenda and focus on their ne.
Remember, their time is as valuable as yours, so don't waste it with irrelevant information or pointless small talk. If you've accomplished everything you need to in 30 minutes, don't keep your prospect on the line for an hour just because you can. And if you do need to reschedule or cancel, apologize for any inconvenience.
Be genuine and helpful
We've all had that one salesperson who talks more about their product than they do about our actual problems. Don't be that person! Instead, focus on being genuine and helpful to your prospects. Listen to them with the same intensity as a kid listening to their favorite bedtime story (minus the yawning), and focus on how you can help them solve their problems.
But let's not forget the importance of professionalism – after all, you're not just chatting with your best friend over a cup of coffee (although that does sound nice). So, remember to be genuine, helpful, and professional in your remote sales interactions. Listen like a kid, be transparent like a freshly cleaned window, and provide value like a treasure chest of gold. With these techniques in your arsenal, you'll be a remote sales superstar in no time.
Get comfortable with virtual demos
First – test, test, test! Check your microphone, camera, and internet connection before you get started, or risk being trapped in virtual limbo. Once you're set up, tailor your presentation to your audience's needs and interests and keep it short and sweet, be engaging, and be ready to address any objections. But don't forget to smile. After all, who says virtual demos have to be dull and lifeless? Let your personality shine through a smile and humor. Just remember to keep it professional, too – we don't want any "accidents" in the background or any wardrobe malfunction. Follow up after your demo, and keep refining your skills with practice.
With these tips, you'll have all the tools you need to become a virtual demo pro in no time. You might even look forward to the next virtual meeting – pants optional.
Make recordings of all your video meetings
As a remote sales professional, you're likely having more video meetings than you can count. And while it's easy to forget what was discussed during a session, recording your video meetings can be a game-changer for successful remote sales. Not only can you revisit the conversation later to refresh your memory, but you can also use the recordings as a tool to improve your sales pitch. And let's be honest, we all have those moments during a call where we wish to go back in time and redo it. But wait, there's more! Recording your meetings can also be a helpful tool for your prospects. Maybe they missed something important. By recording, you show your prospects that you value their time and want to provide them with the best possible experience.
So, remember to hit that record button during your video meetings. Not only will it help you improve your sales pitch, but it can also provide value to your prospects. And you might even discover some hidden talents in your sound effects repertoire.
Communication is key in any relationship; the same goes for remote sales. But let's face it, communicating remotely can be tricky. You can only read body language slowly; sometimes, your internet connection is about as reliable as a weather forecast during a hurricane. So, how can you prioritize communication in remote sales? Start by setting expectations upfront. Let your prospects know how often they can expect to hear from you and make sure you follow through on that promise. And if there's a communication issue, don't bury it like a squirrel burying a nut – address it head-on and find a solution together.
Prioritize communication in remote sales by setting expectations, addressing issues head-on, and adding a touch of personality to your messages. And if all else fails, send a GIF of a cat giving a high-five – it's impossible to be mad when you see that.
Be relentless with follow-up
As a remote sales professional, you know that follow-up is a crucial remote sales technique for closing deals. Your prospects are busy people, and sometimes they need a gentle reminder. But don't let the constant follow-up get you down. So be relentless with your follow-ups without being a creepy stalker.
Feel free to send gentle reminders and mix up your follow-up methods to keep things interesting. And who knows – maybe one day you'll be the star of your crime drama, with the dramatic music and flashy camera angles.
Set a Schedule
Working remotely can be both a blessing and a curse. On the one hand, you can work in your pajamas all day (no judgment here), but on the other hand, it can be challenging to separate work from personal time. That's where setting a schedule comes in. Set a plan that works for you and sticks to it (as much as possible, anyway – we all know that life can throw a wrench in even the most well-planned schedule). It will help you stay productive and focused and prevent burnout. And don't forget to take breaks, even if it's just a five-minute dance party in your living room (no judgment here either).
Setting a schedule that works for you is key to successful remote sales. Stick to it as much as possible, take breaks, and communicate your schedule with others. And who knows – maybe one day you'll have a pajama-themed dance party with your prospects and team. It could be the start of a beautiful and very comfortable relationship.
Make eye contact on video calls
You get to see your colleagues' and prospects' lovely faces without having to leave the comfort of your home. But it's not just about seeing their faces. It's also about making eye contact. It shows that you're present and engaged, and it can help build rapport with your prospects. And don't worry if you find looking directly at the camera difficult. You can cheat by positioning the person's video window close to your camera. Just ensure you're not staring at your reflection the whole time (we've all been there).
Position your camera and video window in a way that helps you look directly at the person, and don't be afraid to get a little silly with it. And who knows, maybe one day you'll have a virtual staring contest with your prospects and come out on top.
Send an agenda before your sales calls
The humble agenda, the unsung hero of successful sales calls. It may seem like a small detail, but sending a plan before your calls can make a big difference in remote sales. It shows that you're organized and professional – two traits that can go a long way in building trust with your prospects. It also helps set expectations for the call and allows your prospects to prepare any questions. Plus, it can prevent those awkward moments of silence where both parties wonder what to talk about next. With a little effort and a well-crafted agenda, you can start every call on the right foot and increase your chances of successful remote sales.
But here's where things get interesting, you don't have to send a boring, run-of-the-mill agenda. Spice it up a little by adding some humor or personality. Maybe you can include a section called "Small Talk," where you and your prospect can chat about your latest Netflix binge or favorite quarantine snack. Or maybe you can include a "Fun Facts" section where you share some interesting tidbits about yourself (did you know I can juggle three apples at once? Impressive, I know).
Sending an agenda before your sales calls can help you come across as organized and professional while setting expectations and preventing awkward silences. And don't be afraid to add a little personality to your agendas – after all, remote sales can be fun too!
Find creative ways to add personality to your communication
Finding creative ways to add personality can help you stand out from the competition and build stronger relationships with your prospects. One way to do this is by using emojis in your emails and instant messages. But don't go overboard – you don't want to come across as too casual or unprofessional. Instead, use them sparingly to add extra oomph to your messages. For example, you can use a smiley face to show enthusiasm or a thumbs up to show agreement.
Using video messages instead of traditional emails. It allows you to showcase your facial expressions and tone of voice, which can help you connect with your prospects on a more personal level. Plus, it's fun to mix things up and stand out from the crowd. And finally, feel free to let your personality shine through in your sales pitches and presentations. Share personal anecdotes, or crack a joke; by doing so, you'll come across as more authentic and relatable, which can go a long way in building trust with your prospects.
Finding creative ways to add personality to your communication can help you stand out from the competition and build stronger relationships with your prospects. Use emojis and video messages, and don't be afraid to let your personality shine through in your sales pitches and presentations. After all, remote sales can be fun too!
Use tools that boost your productivity
In today's world, we have many tools at our fingertips that can help us work smarter, not harder. Regarding remote sales, using the right tools can make all the difference in boosting your productivity and making your workday more efficient. First, we have the trusty old email. While it may seem like the least exciting tool, it can be a lifesaver when it comes to staying organized and on top of your inbox. Use email templates to save time on repetitive messages, and schedule your emails to go out at the right time to increase the likelihood of a response.
Another tool that can help you stay organized and efficient is a task management system like Trello or Asana. Use these tools to create a daily to-do list and prioritize your tasks to ensure you're making the most of your time. Last, remember tools like Zoom or Google Meet. These tools can help you connect with prospects and clients anywhere and save you time and money on travel.
So, whether it's email, task management, or video conferencing, be sure to take advantage of the available tools. They can help you work smarter, not harder, and ultimately make you more successful in your remote sales efforts.
Closely track your customers’ interest and interactions
You must have the art of tracking your customers' interests and interactions. But in all seriousness, staying on top of how your prospects and customers engage with your remote sales efforts is crucial. Doing so can tailor your approach, focus on what works and what doesn't, and increase your chances of success.
Thankfully, many tools help you keep track of your customers' interests and interactions. From CRM software to analytics platforms, these tools can provide valuable insights into how your customers interact with your brand. So, use them wisely and make the most out of the data at your fingertips.
Remember, tracking your customers' interests and interactions is not just about collecting data – it's about using that data to make informed decisions and take action. So, analyze the data, identify patterns and trends, and adjust your approach accordingly. With Callyzer and other tools in your arsenal, you can turn data into actionable insights and become a pro at successful remote sales in no time.