Author: Maria Fernanda Velastegui Rueda
REMOTE SALES INCREASE EFFICIENCY
Companies by eliminating the need to travel and increasing the effectiveness of each virtual meeting or appointment, the efficiency of the business process is extended, freeing up a capacity that can be managed to generate more income in this way, scales the business and reduces the surplus of capacity with the objective that all companies seek, which is to reduce costs.
In this way, the two scenarios reduce the Cost of Acquisition to the customer.
REMOTE SALES SPEED UP THE SALES CYCLE
What was stated in the previous point can be indicated with more emphasis in the following way: online sales considerably reduce the expenditure of time, effort and budget that face-to-face meetings demand.
Taking advantage of this unique moment to establish contacts virtually due to the pandemic exactly opened the door for us to buyers from all over the world, who are willing to attend virtual meetings, since none are waiting for a face-to-face appointment with an executive.
However, the sales team will have to develop new skills, so it will be unavoidable to provide training and coaching, as well as strategically specify remote sales processes, which inevitably have differences from face-to-face sales.
TOOLS AND SKILLS TO CONSIDER WHEN IMPLEMENTING A REMOTE SALES PROCESS:
Within the implementation process, different stable and recognized videoconferencing platforms are enabled. In addition, one of the main requirements is the verification of the background and lighting, which must be adequate for each virtual meeting.
Another point to see is the effective management of a meeting that will last 30 minutes, since it used to last at least an hour when they were in person, so now the same objective must be achieved in the middle of time.
It is also important to have success stories from equivalent or similar companies to generate impact and interest for the duration of the virtual meeting.
It is important to train the team in the use of social selling and to have tools such as Sales Navigator and others that help and facilitate in-depth research into the needs of the participants and their companies.
Something key is the assertive use of collaboration tools to coordinate with the team in home office times, as well as to establish the ideal communication channels for each client.
Create an asynchronous video proposal that can replace a demo or product pitch meeting.
We allow ourselves to share and inform you of these sales playbook as a guide to be able to redesign the business contact process based on remote sales:
Source: The Impact of Remote Selling, published by Jacco J. van der Kooij (Founder of Winning by Design).