Episode 118 – Common Mistakes Of Virtual Selling

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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.

GoToMeeting is a terrific resource.

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?

The cell phone - more often than not our weapon of choice.

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.

Go back and check out these recent video shows on selling:

Build Rapport Before You Start Selling

Talk Less, Sell More

Salesmanship Starts With Finding Out How To Best Serve

Should You Use Humor In Selling?

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Thank you for listening,

 

About the author: Randy Cantrell is the founder of Bula Network, LLC – an executive leadership advisory company helping leaders leverage the power of others through peer advantage, online peer advisory groups. Interested in joining us? Visit ThePeerAdvantage.com