ACTG Sales Management Blog

Sales & Sales Management Expertise Blog  

How to Create & Build Relationships Virtually

Posted by Tony Cole on Wed, Sep 23, 2020

Virtual relationships aren’t new and neither are virtual business relationships. What is new are the expectations and the tools. Instead of in-person meetings, we are now expected to meet via Zoom, GoToMeeting, Facebook Live. Technology is consistently providing us with more and better ways to connect. We must now:

  1. Become comfortable with virtual-relationship platforms (social networking),
  2. Transition from traditional to virtual relationship-building habits and platforms,
  3. Learn and master the art and science of virtual relationship prospecting, creation and development.
  4. Have a good grasp of our current strengths and weaknesses in relationship-building so we can better understand what we need to improve upon in virtual relationship-building.
  5. Understand that the advent of pandemic(s) may greatly alter the willingness of prospects to meet person-to-person, thus changing the landscape of prospecting and selling forever.

“The web has one big drawback: It’s harder to connect on a human level with people when they exist in two dimensions on your computer screen or mobile device. You need to work extra hard to make sure you’re interacting in a way that allows you to build genuine, meaningful relationships.”

“People want to work with colleagues they know, like and trust. When building professional relationships with people online, consider the intersection of these three qualities: transparency, likability and credibility. Transparency lets people get to know you, while likability reflects their interest in you and credibility builds trust.” William Arruda Senior Contributor Forbes 

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This shift in the way we conduct business may have changed permanently and we must change with it. We need to understand and adapt to this cataclysmic shift so that we may be successful in this volatile new environment.

Here are the key concepts, practices and skills that should be considered and employed as you move forward growing your sales.

Key Concepts

  1. Prepare yourself for the following:
    1. It will be easier for people to ignore you. It will take longer to connect.
    2. “Don’t look, act or sound like every other salesperson.”
    3. Develop a tenacious Will to Sell (watch video or click link) to be successful.
    4. Overcome any negative beliefs you have about virtual relationships: e.g. “I can’t sell virtually”.
    5. Whatever challenges you have in the normal course of selling, be prepared for those challenges to be magnified.
  1. Best Practices – you must have a set of best practices.
    1. Have a checklist for each meeting:
    2. Do a rehearsal prior to the meeting. Have any presentation pre-loaded and ready to show.
    3. Check that lighting, audio and video are all in good working condition.
    4. In advance, share your agenda.
    5. Be yourself- be vulnerable, transparent. Don’t dominate the conversation to fill space. Ask questions. Listen intently.
    6. Use virtual backgrounds if your room is a garage.
    7. Dress appropriately for the meeting.
    8. Be memorable and unusual in a good way
    9. Know what your competition is doing virtually. While you don’t necessarily have to compete, you should understand how your virtual room will be evaluated.
    10. Finish each meeting with a clear next step.
  1. Common issues:
    1. Camera Angle and Distance- Spend time to view how others will see you. Eliminate distractions and “nose shots”.
    2. Fumbling to find and load a source or presentation.
    3. Finding a good tempo; one that will hold audience attention.
  1. Any weakness you have in personal meetings will be magnified on camera. Your desire, commitment and outlook must be strong. Your SALES DNA must support building and selling relationships in a virtual model. (Score your Sales DNA)
  2. Hone your sales process and approach. Because so much at the beginning of the sales cycle/buying cycle lays the groundwork for the proceeding steps, gaining trust and confidence while operating virtually might take longer. For example- You might have to do a better job with Proof of Concept. Or Qualifying might require different questions. Remember to Qualify for Budget and Decision-Making.

Our Sales Growth Coach can help you leverage virtual tools!

Topics: closing more sales, sales priorities, sales productivity, sales advice, sales effectiveness training, virtual selling

Call a Sales Audible!

Posted by Mark Trinkle on Thu, Jun 11, 2020

In today's blog post, we discuss the importance of calling a sales audible at the line of scrimmage.  Like an elite Quarterback, an elite salesperson must be willing to change things up when they're not working and be open to trying something completely different in the field.

We've all been there before and we all know the definition of insanity by this point.  So, what can you do about it when things aren't going your way and you are ready to increase sales?

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An audible is, "A change in the offensive play called by the Quarterback at the line of scrimmage."

A few years ago , I thought of that definition in Chicago, IL, as my Uber driver made several deviations from her GPS directions in transporting me from the Midway Airport into downtown.

As I rode along with the windows down on a beautiful and sunny day in the Windy City, my thoughts turned from sightseeing to salespeoplespecifically, the need for salespeople to make changes on the fly, whether that be during the initial phone call, the first meeting, or even at the time they present their solutions.  

Is there a better time than right now to try something different in your sales approach?

Anyone and everyone who has had any exposure to our company knows that we are completely sold on the importance of process.  We have table-pounding conviction around how important it is for a business driven by sales to have certain key processes in place regarding their sales infrastructure. 

And, of course, we believe that sales training creates the most return on a client’s investment when the salespeople and sales managers are following a sales process where opportunities are moving through the funnel in a stage-based and milestone-centric manner. 

We believe that firms who don’t have a consistent sales process (everyone following the same steps and using the same terms to describe stages in the sales process) but who implement such a process can often see a 15% to 20% increase in new business sales.

But, here is something worth rememberinglife is complicated.  Ferris Bueller (I can’t come to Chicago and not think of him) told us to slow down or we might miss something

And the same is true with selling.  Sometimes you just need to slow down and do something unconventional.  Sometimes you need to do something that is contrary to what even your training has taught you to do. 

Sometimes you just need to call an audible.

To be clear, usually your training is going to be correct.  But, sometimes, you will need to remember that selling is both science and art, and the art part means you might need to listen to your heart and occasionally let that heart override your mind. 

Of course, the best in the business know when to listen to their head and when to listen to their heart.  And if they get it wrong every so often, so what? 

They get back up and they keep going.

So, listen to your heart.  Sometimes you will need to call an audible to get back on the saddle and to increase sales within your organization.

Topics: sales performance, sales management secrets, sales succes, sales meetings, sales performance poll, sales plans, sales talent, sales priorities, sales management responsibility, sales professional, sales systems, sales skill improvement, sales thinking, sales trainers, sales myth, sales practice, sales management, sales results, sales prospecting, sales techniques, sales tips, sales improvement, sales success, sales leadership development, sales problems, sales recruiting, sales onboarding, sales menagement, sales management tools, sales productivity, sales recruitment, sales skill assessment, sales madness, sales training courses, sales training workshops, sales training seminars, sales training programs, sales team evaluation, sales training programs cincinnati, sales training workshops cincinnati, sales performance management cincinnati, sales training cincinnati, sales training courses cincinnati, sales training seminars cincinnati

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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