How To Ask For The Sale In A Virtual Selling Environment

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There’s no question about it, lack of face to face interaction is a new challenge for salespeople.

And it can be a difficult one to master.

How do we help customers find solutions to their problems when they can’t come and see that solution in person?

Here’s a recap of everything in this episode of 5 Minute Sales Training:

Asking for the sale in a virtual environment is not normal for most sales professionals.

And if it’s not normal to us, then it won’t be normal to our customer. This is especially true for high-dollar B2C sales.

In a virtual environment, our energy level tends to go down.

When our energy goes down, we are literally training our customers to also be non-emotional.

This is a big problem because people make decisions emotionally.

The fact is, there is emotion with every step of the sales process.

A big part of this is understanding that when you are purchasing, it’s not just one decision.

It’s a whole lot of decisions that when combined, create one final decision.

My wife and I recently got a new dog.

It wasn’t one decision.

We had to decide on breed, size, age and a host of other factors.

A buyer is experiencing the same thing.

A buyer has milestones, or building block decisions.

These are the fundamental aspects of the sale.

The small decisions that bubble up into the big decision.

As a sales professional, your job is to understand a buyer’s unique building block decisions.

What building block decisions does your buyer need to make?

You might want to write this down.

No, really.

Grab a pen and paper.

What building block decisions does your buyer need to make before they can make the final decision?

Then, write a closing question for each building block decision.

These foundational milestones become your roadmap for the sales call.

Once you’ve laid out the path in your own mind, you can prepare your buyer.

The easier it is to understand something, the “righter” it feels.

Your job is to make it easy for a customer to purchase.

At the risk of appearing a little nutty, pause here and repeat that a few times to yourself.

“My job is to make it easy for a customer to purchase.”

“My job is to make it easy for a customer to purchase.”

“My job is to make it easy for a customer to purchase.”

The most important thing that you can do is prepare your mindset to ask for the sale virtually.

How do you want to feel before the closing question and during the closing question and after the closing question?

How do you want your customer to feel before the closing question and during the closing question and after the closing question?

Given that the sales process can be defined as a series of agreements, each agreement is a step closer to the final decision.

As the smaller decisions continue, a buyer’s emotional altitude should increase.

It is the steady escalation of emotion that makes the process fun.

Get your mindset right and the customer will follow suit.

Until next time, learn more to earn more.


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About the Author: Jeff Shore

Jeff Shore is the Founder and CEO of Shore Consulting, Inc. a company specializing in psychology-based sales training programs. Using these modern, game-changing techniques, Jeff Shore’s clients delivered over 145,000 new homes generating $54 billion in revenue last year.