Key Takeaways
1. Virtual selling is essential: Adapt or become obsolete
If you fail to rapidly adopt and assimilate omnichannel virtual selling into your business development, sales, and account management processes, you will either become extinct or be replaced by a robot.
Embrace the change. The global pandemic accelerated the adoption of virtual selling, compressing years of digital transformation into months. This shift is irreversible, making virtual selling the new normal. Salespeople must quickly adapt to this reality or risk becoming obsolete.
Develop new skills. Virtual selling requires a unique blend of technological proficiency and emotional intelligence. High-performing virtual sellers are adept at:
- Connecting disparate ideas and data
- Exploring and learning new technologies
- Observing nuanced human behavior
- Sensing and influencing emotions through digital channels
Balance human connection. While technology enables virtual selling, it's crucial to remember that sales is fundamentally about human-to-human interaction. Successful virtual sellers leverage technology to enhance, not replace, personal connections.
2. Blend communication channels for optimal results
Virtual selling is omnichannel communication. It's blending your communication channels along the steps of the sales and account management processes or sequencing channels when prospecting, to give yourself the highest probability of achieving your desired outcome, at the lowest cost.
Understand channel strengths. Each communication channel has unique advantages:
- Video calls: Closest to face-to-face interaction
- Phone calls: Efficient for prospecting and quick check-ins
- Email: Detailed information sharing and follow-ups
- Social media: Building familiarity and trust over time
- Direct messaging: Quick, informal communication
Map channels to sales stages. Strategically blend channels throughout the sales process:
- Prospecting: Phone, email, social media
- Discovery: Video calls, phone calls
- Presentations: Video calls, screen sharing
- Follow-ups: Email, direct messaging
- Account management: Mix of all channels
Be intentional. Analyze which channels work best for different types of interactions and prospects. Continuously refine your approach based on results and feedback.
3. Master video calls to enhance virtual connections
You are always on stage: Stakeholders are observing everything about you, including your appearance, facial expressions and body language, video and audio quality, your backdrop, how you are framed in the video window.
Invest in quality. Create a professional video setup:
- High-quality camera and microphone
- Proper lighting (avoid backlighting)
- Clean, uncluttered background
- Stable internet connection
Optimize your presence. Pay attention to non-verbal communication:
- Maintain eye contact by looking at the camera
- Use appropriate gestures and facial expressions
- Dress professionally
- Frame yourself properly (shoulders and upper chest visible)
Engage effectively. Make video calls interactive and memorable:
- Use visual aids and screen sharing
- Ask questions and encourage participation
- Summarize key points and next steps
- Follow up with a written recap or video message
4. Leverage phone prospecting for efficient outreach
The telephone has always been and will continue to be the most powerful virtual selling tool.
Overcome resistance. Many salespeople avoid phone prospecting due to fear of rejection or belief in its ineffectiveness. However, when done correctly, it remains one of the most efficient ways to reach prospects.
Follow a framework. Use the Five-Step Telephone Prospecting Framework:
- Attention: Use the prospect's name
- Identify: State your name and company
- Reason: Explain why you're calling
- Because: Give a compelling reason to meet
- Ask: Request the next step confidently
Handle objections. Prepare for common objections using the Three-Step Telephone Prospecting Objection Turnaround Framework:
- Ledge: Acknowledge the objection
- Disrupt: Offer an unexpected response
- Ask: Request the next step again
5. Email and direct messaging: Craft compelling messages
Message matters. What you say and how you say it carries impact.
Follow email best practices:
- Clear, concise subject lines
- Professional tone and language
- Proper grammar and spelling
- Relevant content tailored to the recipient
- Clear call-to-action
Leverage the Four-Step Email Prospecting Framework:
- Hook: Grab attention with a compelling subject line and opening
- Relate: Demonstrate understanding of their situation
- Bridge: Connect their problem to your solution
- Ask: Make a clear, actionable request
Use direct messaging strategically:
- Build on existing relationships
- Provide value before asking for anything
- Keep messages short and to the point
- Use a conversational, yet professional tone
6. Harness social media to build familiarity and trust
The more familiar a prospect is with you, the more likely the person will be to engage. Familiarity is virtual selling lubrication. It takes the friction out of virtual communication and makes everything easier.
Develop a consistent presence. Engage on social media platforms regularly:
- Share valuable content (both original and curated)
- Comment on and share others' posts
- Join relevant groups and conversations
Optimize your profiles:
- Professional headshot
- Compelling bio highlighting your expertise
- Relevant keywords for searchability
- Links to your website and other platforms
Build relationships strategically:
- Connect with prospects, customers, and industry influencers
- Monitor for trigger events and buying signals
- Use social insights to personalize your outreach
7. Execute the sales process: Questions and next steps are key
The real secret to effective virtual selling is not a sexy, cool Jedi mind trick. It's something much more boring. It's faithfully executing the sales process.
Master the art of questioning. Use open-ended questions to:
- Uncover needs and pain points
- Understand desired outcomes
- Explore implications of inaction
- Identify decision-making processes
Always secure next steps. At the end of every interaction:
- Summarize key points and agreements
- Propose a specific next action
- Get commitment on timing
- Send a calendar invite immediately after
Maintain momentum. Virtual selling allows for faster pipeline velocity:
- Follow up promptly after each interaction
- Use a mix of channels to stay top-of-mind
- Consistently provide value between formal meetings
- Be proactive in addressing potential roadblocks
Last updated:
FAQ
What's Virtual Selling about?
- Focus on Virtual Sales: Virtual Selling by Jeb Blount emphasizes leveraging video, technology, and virtual communication channels to engage remote buyers effectively.
- Changing Sales Landscape: The book discusses how the global pandemic accelerated the shift to virtual selling, making these skills essential for competitiveness.
- Comprehensive Resource: It serves as a guide for sales professionals to enhance virtual communication skills and improve sales processes.
Why should I read Virtual Selling?
- Adapt to New Norms: The book equips you with skills to thrive in a sales environment where virtual interactions are becoming the norm.
- Practical Techniques: Offers actionable insights and frameworks that can be immediately applied to your sales strategy.
- Competitive Advantage: Mastering the techniques provides a competitive edge, leading to increased sales and better customer relationships.
What are the key takeaways of Virtual Selling?
- Emotional Intelligence Matters: Emotional intelligence is crucial in virtual selling, as "People buy you first."
- Blending Communication Channels: A blended approach using synchronous and asynchronous channels maximizes engagement.
- Video Calls are Essential: Video is the closest alternative to face-to-face meetings, crucial for building trust and rapport.
How does Virtual Selling define virtual selling?
- Definition of Virtual Selling: It involves leveraging virtual communication channels instead of physical interactions, including video calls, phone calls, emails, and social media.
- Human-to-Human Connection: Despite the digital nature, the goal remains to foster human connections.
- Focus on Communication Channels: Mastering various communication tools is essential for effective engagement with prospects.
What is the Five-Step Telephone Prospecting Framework in Virtual Selling?
- Step 1: Prepare: Gather information about prospects and set clear objectives for the conversation.
- Step 2: Introduce Yourself: Start with a friendly introduction and clearly state your purpose.
- Step 3: Qualify the Prospect: Use open-ended questions to understand needs and determine fit.
- Step 4: Present Your Solution: Tailor your message to address the prospect's specific needs.
- Step 5: Close the Call: Summarize key points and ask for the next step.
How does Virtual Selling suggest handling objections during calls?
- Anticipate Objections: Prepare for common objections in advance to respond confidently.
- Acknowledge and Validate: Show empathy by acknowledging the prospect's concern.
- Provide Solutions: Offer clear solutions that address the prospect's concerns, using evidence or examples.
What role does emotional intelligence play in Virtual Selling?
- Understanding Emotions: Recognizing and understanding emotions can lead to more effective communication.
- Building Trust: Demonstrating empathy fosters trust, crucial for successful sales interactions.
- Navigating Challenges: Emotional intelligence helps handle objections and difficult conversations gracefully.
What are the best quotes from Virtual Selling and what do they mean?
- "People buy you first.": Emphasizes the importance of building personal relationships and trust in sales.
- "When in doubt, pick up the phone.": Highlights the effectiveness of direct communication over asynchronous methods.
- "Virtual selling is omnichannel communication.": Stresses the importance of using multiple communication channels strategically.
How can I improve my video sales calls based on Virtual Selling?
- Technical Setup: Ensure high-quality audio, lighting, and framing for video calls.
- Engage with Body Language: Use positive body language and maintain eye contact to build rapport.
- Practice and Prepare: Practice presentations and prepare for potential technical issues.
What are effective "because" statements in Virtual Selling?
- Connect with Prospects: Link your request to the prospect's needs or challenges.
- Emotional Resonance: Use emotional language that resonates with the prospect's situation.
- Relevance is Key: Tailor your message to the prospect's current situation for a positive response.
How can I improve my voicemail messages based on Virtual Selling?
- Five-Step Voicemail Message Framework: Identify yourself, state your purpose, and provide a compelling reason to call back.
- Keep it Short and Clear: Ensure voicemails are concise to maintain interest.
- Repeat Your Contact Information: Provide your phone number twice, slowly and clearly.
What are some effective strategies for telephone prospecting mentioned in Virtual Selling?
- Use a Targeted List: Focus on a specific list of prospects to maximize success.
- Keep Calls Short and Focused: Respect the prospect's time by getting to the point quickly.
- Follow Up: Reinforce conversations with personalized messages or emails to build relationships.
Review Summary
Virtual Selling receives mixed reviews, with an average rating of 3.96. Positive reviewers praise its practical advice for adapting to virtual sales environments, highlighting tips on video calls, micro-demos, and multi-channel prospecting. Critics note repetition from Blount's previous works and some find it basic. Many appreciate its relevance during the pandemic, while others view it as rushed. The book is generally recommended for those new to virtual selling or transitioning from in-person sales, but experienced professionals may find less value. Some readers criticize the book's length and promotional content.
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