Is your team ready to sell virtually?
Training for virtual selling is about a lot more than just slapping the name “Virtual” on the front of an existing selling skills program.
It needs to address more than just the technology and a virtual meeting room application.
It’s about adopting a different mindset, a different skillset and a different way of showing up for your customers.
In a previous blog, we discussed the importance of the three E’s of Virtual Selling: Energy, Empathy and Engagement. Those qualities are critical to how you differentiate yourself in a virtual call.
Nevertheless, there are many other items that can help ensure you’re prepared and ready for a virtual sales call. We’ve put together a short checklist and training program that will guarantee you’re ready for the Virtual Selling world.
| Category |
Have I: |
| 1. Virtual meeting environment |
- Tested my connection, video and audio?
|
| 2. Virtual application and tools |
- Practiced using the virtual meeting application?
- Tested any tools or programs I’ll be using on this call?
- Provided a test link and instructions to participants who will be joining the meeting?
|
| 3. Webcam, lighting and background |
- Positioned my webcam to focus at eye level?
- Adjusted my lighting and background to create a positive meeting environment?
- Limited distractions and background noise?
|
| 4. Presentation materials |
- Prepared any presentation materials and relevant content to share in the virtual application?
- Where applicable, customized and personalized the materials for the specific customer.
|
| 5. Audience |
- Researched the audience, roles, backgrounds and common connections?
- Identified any shared connections, referrals and any common interests?
|
| 6. Company |
- Researched the company, industry and current news, especially about recent events that may have impacted this company?
- Brainstormed how my solutions will help this company achieve their objectives?
|
| 7. Planning |
- Created a clear meeting objective, and do I understand what I expect the customer to do as a result of this meeting?
- Shared an agenda with the participants prior to the meeting?
|
| 8. Energy |
- Prepared myself to show up with energy, enthusiasm and a smile?
|
| 9. Engagement |
- Created my virtual engagement strategy, including developing open-ended questions, checkpoints and opportunities for feedback/participation?
|
| 10. Empathy |
- Considered the personal situation and context of the individuals on the call?
- Prepared to demonstrate active listening and empathy for their situation?
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By considering the components of a great virtual sales call and planning for these before the session, you’ll be more likely to accomplish your sales-call objectives.