In 2020, sales pros had to move to virtual selling in response to a global crisis, and it was a significant adjustment for many in the field. People who were used to selling face-to-face were forced to sell via email, telephone, digital platforms, and social media. Many salespeople struggled to engage customers in this new environment. Today, some sales professionals are still struggling. Part of why salespeople feel challenged withremote work is that they are hanging onto some myths about virtual selling, and those beliefs are holding them back. Let’s take a look at and debunk four common myths about virtual selling.
Virtual Selling Myth 1: After The Pandemic Everything Will Go Back
Yes, after the pandemic,many things will go back to “normal.” Conferences and trade shows will return. Face-to-face meetings will resume. But the fact is, virtual selling has always been part of the sales process, and many organizations, sales pros, and customers like the idea of keeping a lot of the process virtual. If your organization has seen success with virtual sales, the odds are high that they will continue to utilize virtual selling along with hybrid models of connecting with prospects and clients.
Virtual Selling Myth 2: Buyers Are Not Ready
Despite continuing economic uncertainty, buyers are still buying, and virtual selling actually provides more opportunities to add value for clients. Moreover, buyers prefer faster, more nimble interactions with virtual selling but are not possible with traditional models. According to McKinsey’s research, in the age of COVID-19, 70 to 80 percent of B2B decision–makers prefer remote human interactions or digital self-service to in-person selling. People are not afraid to make even large purchases virtually, and as more and more millennials are moving into decision-making roles, resistance to virtual sales will dwindle even more.
Virtual Selling Myth 3: It is Difficult to Build Rapport
The switch to virtual selling has been challenging for people who like to work in a room. These salespeople are most at home when at a conference, having dinner with clients, visiting clients onsite, etc. These types of salespeople tendto believe it is more challenging to build rapport virtually. Really, it’s just a matter of refocusing your efforts to build rapport over virtual meetings and email. If you are yourself and follow the same strategies, you’ll still be able to build a great rapport.
Virtual Selling Myth 4: It Is Hard To Build Trust
Similarly, many salespeople believe that virtual selling makes it difficult to build trust with clients. However, trust is built through honest and open communication, so as long as you are dedicated to helping your clients find the best solutions for them, trust can and will follow.
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