Virtual selling is the collection of processes and technologies that enable salespeople to engage with customers remotely, utilizing both synchronous (real-time) and asynchronous (delayed) communications. It encompasses a range of tools and platforms that facilitate real-time and delayed interactions, reflecting an adaptation to changing market conditions and customer preferences.
Virtual selling techniques can be broken down into several key aspects, such as pre-call planning, prospecting, sales meetings, meeting follow-ups, introductions and handoffs, and proposal follow-ups. These techniques often involve the use of personalized videos, video conferencing, and video recaps to enhance communication and build stronger connections with clients.
Virtual selling and traditional selling differ in their approach to customer engagement. Virtual selling leverages digital channels, such as video calls and emails, to interact with customers remotely, offering flexibility, convenience, and efficiency. Traditional selling, on the other hand, relies on in-person interactions and meetings, providing a more personal touch and the ability to read body language effectively.
When selecting essential tools for virtual selling, it's important to choose those that fit the specific needs of your sales process and support engaging video communication. Some popular tools include Vidyard, Loom, and Wistia, which offer features such as easy sharing, integration with other sales tools, and tracking capabilities to monitor engagement. Additionally, consider AI-powered prospecting tools and digital sales rooms to further enhance your virtual selling efforts.
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