Today we focus on the key fundamentals. As we move through the sales journey, we will be taking things up to an advanced and detailed level to help you win remotely. We will explore and explain the various tools, hacks, tips, and techniques that will help your pipeline and business grow. Let’s get started!
What is Remote Selling?
Remote selling or Virtual selling is a process where both the buyer and the seller are involved virtually rather than through in-person meetings while engaged in pitches, meetings and negotiations. Virtual selling helps both the parties (the buyer and the seller) save time, and cost, allowing them to work from their respective locations with ease.
Remote selling is now the standard operating procedure for many companies. Successful companies and sales teams have had to adapt fast to the new world. Processes have changed, tools have changed, and client behaviour and expectations have transformed. Here is what we are seeing work best in the companies and industries we see thriving in 2021.
The Fundamentals of Remote Selling
The fundamentals of remote selling are often neglected but It’s much more than a simple change of chair! The truth is that a below-par remote set-up and remote sales process can have a significantly detrimental impact on the pitch, the communication, the perception, the relationship and ultimately the deal.
While working from home, it can be difficult to stay focused and reach peak productivity levels in an environment that says, “Relax with my family,” not “Smash my targets!”The best salespeople, who get the most consistent, high revenue earning results, are disciplined and organized, they create and protect a sales-supporting environment. They are ruthless in rituals.
Here are a few points to make your space a temple of sales excellence:
Create a Dedicated Workspace.
Ensure that your place is where you have blocked out potential distractions. Losing focus and refocusing is a significant cause of frustration and ultimately burnout. Declutter: Clutter can increase distractibility; use two or three screens when you work. A room in a house is ideal but understandably not always possible. If you live in a small apartment, create an area or specific corner of a room. If you are selling at a world-class level, you will ideally have a headset, and cloud telephony, and spend most of your time smiling and dialling, staying in your client’s world. By working in the same location every day, you will train your brain to get into work mode every time you step into that space.
Make physical and psychological comfort a priority.
We usually say culture is king, but comfort is up there in the royal family of effectiveness when making sure you can get into a world-class sales flow state. Invest in quality ergonomic furniture, and your work will improve. Get the temperature right in the room. A recent neuroscience study carried out by wellbeing practitioners Cohere stated that those who get enough natural light sleep better and are up to 40% more productive. If possible, your home office should have a window that lets the sun in, making the remote working experience much more effective.
A comfortable headset can be worn all day while blocking out all distractions. This allows you to stay focused on work and enjoy the music for a “non-live” activity. Create a playlist for yourself that gets you fired up, whatever that may be for you. Every time you book a call-back or meeting or ideally close a deal, get that favourite tune of yours blaring to ignite the brain’s serotonin and reward centres. Thunderstruck or Final Countdown has shown excellent results for us! Take breaks throughout the day: When you are selling, you can get into a zone where hours can fly by. Set alarms and block your time. The blocks of time are guidelines you should stick to for your mind and body’s sake. Of course, you can make exceptions if a call is going well, or you need one more deal to hit your quota. The point is not to underestimate the benefits of ritualized breaks and time for clearing your head. It goes a long way to ensuring you have a steady energy level all day as opposed to peaks and troughs.
Optimize your technology stack
- Your internet speed:
You probably have internet access in your home. But is your network speed fast enough to support your work activities? If not, use an ethernet cable instead of Wi-Fi while you look at upgrading.
- Setting up your phone:
Make sure your company has provided you with the phone set-up and tech to remove any possible glitches or slowdowns in your daily sales plan. Just calling Air call, or any cloud telephony service provider is ideal. These are the most cost-effective, streamlined ways to get call volume up and ensure you can track activity and metrics seamlessly.
Make sure you have had the training to leverage an integrated sales tech stack. You might already use lead generation, email automation, and CRM solutions regularly. But now that you’re working remotely, you will have to learn how video conferencing software like Zoom works, choose and master one conferencing tool but be ready to use others if clients prefer.
- The sales tools you need:
Your organization needs to invest in the right tool/s matching your business objectives. There are a fast-growing number of tools to ensure you spend most of your time selling to the right people. Sales CRM software like Pipedrive, sales coaching software, sales management software, sales readiness software like Awarathon, and sale prospecting AI software like White Rabbit. The company or team leader should guide you in optimizing your tech stack based on the business goals you wish to meet. Hence, sales readiness software is essential to perform your sales process online and streamline business objectives effectively.
Here are four top video conferencing solutions:
Zoom: Zoom usage has skyrocketed during the pandemic. This tool includes useful features like HD audio and video, recording and transcripts, screen sharing and co-annotations, and virtual backgrounds. On the downside, Zoom has had security issues in the past. Even so, Zoom is a top option for many remote salespeople.
Skype: Skype is a popular video conferencing option. It will allow you to make international calls for free and host meetings for up to 50 people. Other handy features include subtitle and translation services, screen sharing, and the ability to record calls. For both team meetings and client calls, Skype is a solid option.
Google Meet: Google Meet is a video conferencing solution that’s part of Google’s widely used G Suite. This tool isn’t quite as featured-packed as other options, but it’s incredibly easy to use and free for G Suite users. Use Meet to host secure meetings for 250 people, get access to screen sharing, and more.
ClickMeeting: Lastly, we have ClickMeeting, a fully-featured video conferencing solution. This tool enables users to host team meetings and client calls, record and send product demos, and host live webinars. It also comes with top features like custom branding; in-meeting digital whiteboards, polls and surveys, and CTAs; and a detailed analytics dashboard. ClickMeeting requires a monthly fee to access top features, but it can be used for free for the first 30 days. Certainly worth trying.
- Use video for every meeting!
- Use an HD webcam and test before the meeting.
- Adjust head position: The top of the head should be 10% to 15% from the top of the screen 4. Look at the speaking client on screen.
- Position the camera at eye level or slightly above
- Manage face lighting, so it is natural.
- Reduce backlighting and overheads that create dark faces and glare.
- Use purpose-built video lights such as ring lights or desk lights and dimmers if possible. 4. Use colour temperature adjustments for hue control; stay more white/blue than orange. 5. Green screen: If room lighting is hard to control, use face lights and a green screen with the digital background photo.
- Preparing, planning, and scheduling
Plan actions weekly and review daily. Track progress with your direct report or accountability partner: Stay motivated by committing your results to someone else and being accountable for them. A defined schedule is often the difference between failure and target, smashing productivity as a remote salesperson. If you work from home for the first time, you need to develop more discipline than ever before to get up early and stick to a highly productive schedule. Set a manageable schedule and stick to it. Decide when you’re going to start, when you’ll take breaks, and when you’ll sign off for the day—before your day begins.
Get power from your why EVERYDAY in EVERY conversation.
- Why do I love what I do? / Why do I love sales?
- What is my purpose at my company?
- What is different about the method we use to solve the specific problem of our clients why is it awesome?
- What will it feel like and what will change in my life if I succeed against my goals today, this week, this month, this year?
So you’ve nailed the fundamentals. Now it’s time to drive activity and performance. In the forthcoming chapters in the series, we will explore the sales process, sales coaching & sales readiness software finishing the series by closing the sale.
Get in touch to immediately improve your overall sales performance through sales coaching and sales readiness software.