Avoid Zoom Fatigue & Close Deals While Working Remotely!
July 27, 2021
Digital and virtual selling will continue to dominate B2B sales for quite some time to come. Since sellers have been selling remotely for a while now, the transition to remote sales has proved more logical for sales than other departments. Conference calls and digital demos have been around for many years. But remote selling isn’t what it used to be!
Selling to virtual buyers has proven challenging for traditional sales reps. While little has changed for the seller, much has changed for the buyer. It is difficult to establish rapport with buyers without being in the same room. It is impossible to hold a prospect’s attention for long via video conferencing.
Technology challenges in remote sales:
‘Zoom Fatigue’ – a term that is becoming increasingly popular!
The limitations of Zoom are exhausting, and people have difficulty keeping up when screen-sharing presentations. Between December 2019 and April 2020, video meetings increased by 2900%. Recent studies show that more than 99% of people multitask some or all of the time during online meetings and presentations – Zoom Fatigue Exists!
Zoom calls are not an acceptable alternative to an in-person conversation. It is imperative that the way we think about remote selling changes. A more compelling virtual experience is needed rather than replicating familiar product pitching through screen shares and PowerPoint.
The use of virtual selling to transfer knowledge
Virtual selling has now emerged as the next step for sales.
Virtual selling requires a new place, a digital location, where the selling (and the buying) can take place. Through a virtual selling platform, sellers and customers can co-create a vision, a value proposition, and a plan.
The virtual selling platform is a digital meeting workspace that allows customers and vendors to collaborate creatively. As a result, an ordinary remote sales pitch becomes a two-way conversation.
The exchange of knowledge is more effective when it is two-way. By effectively transferring knowledge, you convert prospects to leads and ultimately shorten sales cycles.
According to a recent study by McKinsey, B2B decision-makers treasure three things above all from sellers: speed, transparency, and expertise. What happens between the discovery call and the second meeting or demo is the most critical time in transferring knowledge and converting prospects into customers. The first and second steps of a sales process is when you need to exchange information with speed, transparency, and expertise. If you succeed in this, you’ll close the sale.
A discovery call is a quick and easy way to share expertise.
Discovery calls are crucial moments for grabbing a prospect’s attention. By wasting time moving between apps or sharing your screen, you risk losing your prospect’s attention. Approximately 95% of a sale is driven by the discovery call and success is determined by establishing rapport with the prospect building trust and demonstrating competency. Remote Selling Mastery will not only show you how to engage with prospects but also encourage conversation.
- The majority of buyers expect a customized sales conversation.
- Look organized, well-equipped, and in command in comparison to your competitors.
- Your ideas will be communicated with all the necessary information displayed on one or two screens. Don’t bore your prospects with a long presentation.
- Get your prospect involved right away. Engage them using a virtual whiteboard. – Remote Whiteboarding
In today’s remote selling world, representing the brand and building trust/empathy is more critical than ever. Remote Selling Mastery will transform the way you sell virtually using advanced qualification and visual story techniques to drive larger deals with shorter sales cycles. With some very basic tools and techniques, you can easily add remote whiteboarding to your virtual sales meetings. It’s time to ditch Powerpoint and amaze your prospects!