To excel at remote selling, best-in-class sales professionals hone traits that help them succeed at connecting effectively with their clients.
Some of these traits include punctuality, creativity, attentiveness, flexibility, and technological adeptness. But perhaps most important are traits and skills every good sales rep should cultivate, regardless of role, position, or experience: being an attentive and active listener.
Why Active Listening Matters More in Remote Selling Scenarios
When selling virtually or remotely, it is perhaps more important than ever to pick up on subtleties of what the client is saying and doing.
While you’re wanting to pay close attention to subtext, context, and specific words the client is using, you’ll also need to interpret their vocal qualities such as tone, pitch, inflection, and pace, which might be a bit more challenging than during a face-to-face meeting when you can also take body language into consideration.
Some of these subtleties could be an increased pace which might indicate nervousness; or a change to a more serious tone, which could indicate how important it really is for your client to find a solution to their problem.
Strengthening your active listening skills during remote selling can be a critical differentiator between you and your competitors. Combining active listening skills with the right mix of open and close-ended questions can help build a solid foundation of being a top-performing virtual sales professional.