A gentle gesture of shaking hands marked the end of a long selling process. At this point, after a few face-to-face meetings in his office, and most often at a good cocktail after work, a strong relationship, and even friendship, had developed between the prospect and the salesperson.
Not anymore. This form of business sale is becoming rarer. Technology has also enabled frequent remote contracting through online meetings, videoconferencing, and signature-creation tools. Even complex six-digit deals with dozens of stakeholders can be closed when both parties are thousands of miles apart.
There are many reasons why you cannot sell in person. Maybe you sell the product all over the world or maybe you need to manage the work of home teams. Regardless of the reason, each sales representative, armed with the right tools, can remotely manage the sales process.
Thus, here are some well-known & essential techniques of mastering remote selling:
- Work From Home Meetings-
Whether you’re working in a trendy office in a trendy neighborhood in the city or working as a home team, you need to create a comfortable workspace. A sushi chef and a deluxe coffee machine may go a little too far, but at least you need a place to enjoy a moment of silence to make a call and start a demo. Soundproof booths guarantee privacy in the office, and a quiet room in the house is more appropriate than a cafe around the corner.
This is only for physical space. Then you want to invest in sales technology. The good news is that most of these digital tools will be needed, whether you’re selling face to face or completely remotely. Modern sales technologies are not going anywhere.
Employees who work from home do not meet at the coffee machine and can chat. Write, chat and make phone calls much more than your natural inclination.
- Reaching to everyone-
Search is a less influencing stage in the sales process. Regardless of your location, a good salesperson should make your searches a daily habit. Only when customer searches are routine can salespeople maintain a steady stream of potential customers.
If you are working remotely your schedule will likely be more flexible, so you can take time to find the best targeting prospects when it is convenient, and you can allocate relaxed and quiet time. Just remember that searching is always a priority and part of your routine. To manage incoming leads, schedule a recurring video interview with your marketing department.
- Reporting to your teams-
Accountability plays a key role in the day-to-day running of any trading organization. When teams work remotely, your reports should be detailed so everyone knows where your business is headed at any given time. Frequent and transparent reporting will serve as an effective means of communication and mobilize the team around the common; even team members can be physically separated. If you’ve built your sales tech stack well, your CRM and its myriad of features are now the foundation of your sales process. This way, your CRM receives data from many different sources and acts as a reporting tool. Therefore, it is important that your CRM data is well organized and updated so that you can generate accurate reports quickly and be able to act quickly before the sales process collapses. In addition to the data they provide, many sales analysis tools include management options that allow you to see the results of your sales efforts and guide your team towards better results.
