Thanks to the Coronavirus lockdown, we’re all virtual sellers at the moment. But that’s nothing to worry about. Let’s look at why virtual selling is working for so many businesses right now.
Every business is running an inside sales model at the moment, whether they planned to or not. The Coronavirus crisis has made us all home-workers for a few months now, and it looks like we’ll be encouraged to WFH more many months to come. While this has undoubtedly caused problems for companies who relied on face-to-face meetings to sell their products and services, now the dust has settled, many are starting to see benefits. Migrating to virtual selling works.
While virtual selling is new for a large proportion of companies, I’ve always liked the idea of an inside sales approach. SalesWorks has always been about making the SDR an indispensable cog in the sales machine. What’s great is that people are coming round to this way of thinking.
In this article, I want to lay out why virtual selling is an effective way to sell.
What is immediately noticeable is that it’s cheaper to run an inside sales team than a field-based salesforce. Some companies will spend hundreds of thousands of dollars on travel every year. Now, they don’t have to. As long as they are still winning deals, their cost per sale will have dropped dramatically.
Making sales virtually requires fewer resources by its very nature. Therefore, the barriers to entry are significantly lower for your prospect AND you.
With travel budgets no longer in the mix, companies now have potential budget to buy tools that help salespeople work from home more efficiently. They can also spend that budget on something close to my heart – training!
Businesses have also seen during this lockdown period that virtual selling is scalable. Now that salespeople do not have to commute for an hour or more every day, they spend that time having conversations with prospects.
Now that salespeople have got into the rhythm and routine of working from home, they are much more productive. As fun as office life can be, it can sometimes be distracting. Once the novelty of working in the same place as your TV and fridge wears off, you work smarter! Also, managers and colleagues will take salespeople away from their core activity and get them to do other things. This is less likely to happen when everyone works remotely.
Finally, virtual selling is turning out to be an effective way to sell. Maybe it’s the times we’re living in at the moment, but I’m building much better relationships with customers at the moment.
Having your video on when you’re on a call seems to be the new normal now. Before the lockdown, most people would have their video off, but now most are happy to show themselves on screen. This makes it a lot easier to build rapport.
It’s also easier to get hold of people, and easier to get more than one stakeholder into a discussion (because people are stuck at home instead of travelling around). This makes your conversations more productive.
Finally, and I don’t know about you, but I’m also finding people are more open about their situations at the moment. They’re transparent about their budgets and whether there are freezes. When they offer an objection, it’s more likely to be real, and they’ll explain it to you openly.
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Let’s face it, we’re going to be in this situation for a while to come, so we may as well make the best of it. It’s time to go all-in on inside sales.