Skype, GoToMeeting, Apple FaceTime…there are so many ways for us to virtually connect with prospects!
Face-to-face selling for many organizations has given way to these methods. It’s convenient. It’s inexpensive. Prospects and salespeople both are actively gravitating to these methods to connect.
Some challenges confront us when we connect virtually. Facial expressions and body language give us cues in face-to-face meetings. In virtual meetings we have to listen for verbal cues. Misunderstanding and miscommunication are quite common even when the technology works as it should.
Recently I’ve encountered sales presentations that broke rules necessary to complete a sale. Our objective should always be to create a happy customer! How can we accomplish that if we can’t provide a degree of happiness during that crucial prospecting phase?
A few days ago I read this article online at Inc. Author Geoffrey James writes about 10 common mistakes he thinks salespeople commit in face-to-face selling. It’s helpful to use his article as a template for discussing the common mistakes made during virtual selling, too.
Some salespeople lack proper communication training. If we’re going to become masterful at selling, we first need to be superior students of selling. The primary component of masterful selling is masterful communication.
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