The Top 5 Virtual Selling Questions
Just a few months ago, we’d never have imagined that we’d be collectively thrust into a world of Virtual Selling.
Luckily, salespeople are some of the most positive, resourceful and resilient people in the world.
I’m seeing you step up and bring your A game at a time when our clients need it the most.
So, while there’s still a lot of uncertainty, I know you have the determination to overcome.
To help, my team and I have talked with hundreds of sales professionals and sales leaders from around North America over the past several weeks.
And we’ve identified and answered the top five questions that we’re hearing when it comes to Virtual Selling.
- How can I be more coffee-worthy in a virtual environment?
If you don’t start strong, the Virtual Selling experience is dead in the water.
What does your customer see the moment you connect virtually?
This is important because your customer is hyper-focused right out of the gate on you.
How will you make a good first impression on your customer?
Think about your surroundings and your lighting, but also make sure that your facial posture is as pleasant as possible.
Another key to being coffee-worthy is knowing similarity counts.
It’s okay to talk about their experience during these unprecedented times, but do it in a positive way.
Finally, I would recommend that you make what I call a service promise.
Let them know early on that you are here to make this process simple and enjoyable.
Let them know that you will do all in your power to make this a pleasant experience.
That little promise goes a long way.
- How does the discovery process change in a virtual environment?
The answer is, not that much.
But if you’re coffee-worthy, the discovery process will last longer and that’s a good thing.
Your customer is more comfortable in their home environment, so don’t rush it.
Slow down and take your time.
You can even get the family involved in the discovery process – yes, even the dogs.
This will build a deeper sense of connection with your customer.
And finally, get excited when you get to the vision agreement questions.
Keep your energy high while you’re summarizing both what’s wrong with their life right now and how great life can look after they find a solution.
- How can I build urgency to get the buyer to make a decision today?
There are two types of urgency.
- Circumstantial Urgency. What do they miss out on if they don’t buy today?
- Personal Urgency. What unique problem needs to be solved?
The single greatest predictor of urgency is dissatisfaction.
The worse the problem, the quicker it needs to be solved.
And finally, remember to have a short-term versus long-term discussion with your customer.
The mantra is, “Don’t make a long-term decision based on short term factors.”
- How do I respond when they say, “I just have to see it in person.”?
First, understand their perspective and don’t fight it.
Acknowledge how important the decision is.
The goal here is to take the sales conversation as far as it can go.
The physical showing of the product is NOT the target.
The sale is the target.
Even if they want to see your product in person at some point, why not start with a virtual tour?
You can say something like,
“I know how important seeing this in person is to you, but I’d love to preview it with you virtually right now. Can we take a few moments to do that together?”
At worst, you’re advancing the sale.
At best, they might move forward more quickly than they thought!
- How do I ask for the sale in a virtual presentation?
Early in the conversation, lay out the path of the sales process by saying something like,
“And if everything checks out, we’ll see if it makes sense for you to make a purchase decision today.”
This normalizes that it’s okay to make a purchase decision in a virtual environment.
Next, identify your customer’s buying milestones.
What are the key sub decisions that a customer needs to make?
Think about it from the customer’s perspective.
What are some of the small decisions that needed to be made before the final purchase decision?
Then, craft a soft closing question for each of those small decisions.
It’s so much easier on the customer if they’re buying a little at a time.
Mastering the virtual close is a skill you will benefit from for the rest of your career.
Virtual Selling isn’t going away, and for most of us, this is the new normal.
That’s why I’ve asked James Muir and Dan Waldschmidt (two guys that have been selling virtually for years and killing it) to join me for a live discussion on ways you can master the virtual close.
Here are a few tactical points we’ll hit on the webinar:
– Why your customer needs you to close, now more than ever
– How your customer makes virtual buying decisions (and why it’s actually easier than making an in-person decision)
– How to establish a decision-making rhythm in your buyer’s mind
– How to set up the ask to make it simple, easy and effective
– The #1 most effective close for a virtual environment
– The joy of celebrating the sale with your customer
Until next time, learn more to earn more.
