Given the effects of COVID-19, virtual communication may become the new normal in selling for a while, notes Julie Thomas, CEO of ValueSelling. Few reps may go into prospects’ offices – let alone gather 10 crucial prospect execs in boardrooms.
Even before the virus struck, many companies were moving to inside sales in call centers – and extensively using virtual techniques. As virus fears ease, the trend to virtual communication could continue because of its cost savings. And, the better reps get at it, the more prevalent it will become.
Virtual sales communication increasingly means video meetings or “telephone calls in which everyone expects a camera to be on these days,” Thomas notes. She says doing these contacts well requires “common sense, which is not always common practice.”
Here are eight things to keep in mind as you ramp up and continue your virtual meetings.
In short, full attention, careful preparation, and control of appearances are the keys to successful virtual communication, just as in live meetings.
Julie Thomas is the CEO of ValueSelling. For more information go to https://www.valueselling.com.”