Virtual selling is here to stay and, while of course you need to up your technology game, the key to virtual selling is to remember that sales is still all about relationships.
So the question is, how can you build trust in a virtual world?
Sales Technology Expert and my co-host on The Smarter Sales Show, Julie Holmes, would first remind you to look directly into your camera when on video calls. Sure, it’s awkward for you, but your experience is not what is important here. It’s about making your prospect or client feel comfortable.
By looking directly into your camera, they have the experience of you looking directly at them and that’s what matters. So that’s job #1.
When you have the benefit of being face-to-face with someone in the same physical space, all of your senses are engaged. You pick up on subtle cues in body language and energy shifts that you have learned through experience to react with in order to adjust your selling style as you go.
What’s Different in Virtual Selling and What to Do about It
Virtual selling on a screen eliminates that channel of information coming to you. You can whine and cry about it or wait until you can fill your calendar with in-person meetings…or you can stop being in an argument with reality.
Here are three easy things to do to build trust to sell effectively in a virtual world:
- Invite your prospect to tune into something positive. “With all the changes happening today, what’s something that has turned out to be a positive thing?”
- When you do what you say you will do, start by adding, “As promised…” to the beginning of your sentence.
- Be creative. Go beyond the screen. This is a great time to send that handwritten note or clever gift.