Since Covid, we’ve all had to make some unexpected adjustments, and many of us continue to work from home even as restrictions are lifting more and more everyday! If you are a business owner who continues to coach a sales team remotely, here are 4 tips to help break down the virtual selling barrier in a B2B environment.

1. Use all your communication tools
Right now, your sales team may be getting back into the richest communication method: face to face. There are four other rich tools that, when used together, are just as effective and sometimes even better than face to face.

• Telephone: Not every customer will want to meet via video. Work on techniques that encourage relationship building, supports your value proposition and respect their time. Use your phone to create a virtual meeting or set up a longer meeting.

• Virtual meetings: Skype, Microsoft Teams or Zoom all provide the next best thing from face to face and are now more widely accepted by customers as a business communication tool.

• Email: Used effectively as a ‘touch point” to set up or follow up a telephone meeting or conversation.

• Social media: Particularly good for creating customer awareness, brand building and showcase what you can do for their business.

2. Stand out
We’re all inundated with voicemail and email these days, so why not try something new on for size to get your client’s attention? Consider sending a video with your request using a video platform like Vidyard. Keep it brief and lighthearted while being yourself so that the person on the other end connects with you as an actual person. Before you send it, have a quick review to make sure it turns out as planned.

3. Create a solid and consistent selling process
What is your sales team’s daily commitment of outgoing calls, including follow-up calls? What tools have you provided them to properly record and schedule calls/follow-ups? What minimal call information do you require to be recorded so that you can properly coach and problem solve? Whether you use paper, spreadsheets or even better – one of the many CRM (Customer Relationship Management) tools that are available, create a consistent process that will take advantage of every opportunity that is uncovered.

4. Revisit your opportunities
COVID-19 has changed everything for everyone. Perhaps your competitors have reduced their services, or your prospect has changed their product lines to suit new opportunities. Customers who may have said “no” to you in the past, may now say “yes.”

Do you have any tips for working or selling virtually? Reach out – we’d love to hear what’s working for you and your team!