With the vast majority of all salespeople now working from home, many are struggling to transition from in-person to remote selling. We’ve compiled a list of best practices to help you succeed in these uncertain times. 

Have the right mindset

• Selling remotely isn’t necessarily better or worse than in-person selling, it’s just different. 
• Put things into perspective. 
  • Everyone is experiencing different stressors during uncertain times, but remember that this too shall pass!
• Find the silver lining.
  • There’s no travel time, coordination is easier, you can record calls, and even share your screen to share information quickly.
• Focus on serving, not selling.
  
  

Create your selling environment

• Utilize technology like Zoom and have everything you need for success in 1 central location, free from distractions.
• “Go to work” 
  • Create a schedule just like you were in the office or going out on sales calls. 
• Dress the part and eliminate personal obligations during office hours. 
• Avoid technical difficulties on video sales calls by testing your camera ahead of time. 
  • Be sure to have an appealing background with adequate lighting (try sitting in front of a window).
    

Prepare for the sales call

• Don’t forget to pre-call plan and ask yourself “what could my prospect be experiencing right now?”
• Brainstorm potential challenges that your product or service could solve.
• Send an agenda ahead of time so the prospect can prepare.

On the sales call

• Watch your tone. Now more than ever, how you say something is more important than what you say.
  • Your communication is 17% of your words and 83% of your tone.
• In addition to your normal business questions, ask questions about the prospect personally.
  •  How has the current situation impacted you, your company, your city and/or industry?
• Create value now with both clients and prospects. 
  • Ask yourself what problems will arise that we, as true partners, can help them realize, address, plan for and avoid because of our insight?

After the call

• Send a strong follow-up to your conversation
• Outline what the next steps look like and put that on the calendar
• Continue adding value in creative touches (relevant articles, podcasts, etc.)
  
  
  

Want more?

Check out an additional article here that outlines 4 immediate steps to take when selling in a COVID-19 world.

Sources: 

• The Sandler Sales Training – https://www.sandler.com/
  • Please let me know if you are interested in learning more about Sandler. I am happy to make an introduction to a Sandler Sales Trainer! 

• Serve Don’t Sell – https://servedontsell.com/blog/remote-selling