8 Skills You Need to Master Virtual Sales (IN COVID TIMES) How B2B sales have changed during COVID-19

COVID has cruelly and direly knocked the world out of its senses. It has shackled each and every pillar of any country and spread fear in all dynamics surrounding it. But even more so, it has plummeted the economy of several countries to a point where return seems insurmountable. Some businesses have been forced to doom while some marginally fight to get breathing space.

One of the pillars of any business, the sales and revenue, which till now relied on physical workspace, has been put on the virtual map. Up until now, only about 30% of the sales happened face-to-face, but now this number has dramatically risen to almost 80%. The sales leaders have been tasked with the mission of dealing with new consumer habits due to online selling and trying economic times. B2B sales operations have been fundamentally altered and the change is now seemingly becoming inexorable. According to the Survey of B2B businesses by McKinsey & Co., three emergent trends have been observed during the pandemic that show no point of return:

Spend: Some companies are seen reducing spend but a sizable number are increasing or maintaining it, with rates depending on company size, sector, and location in the world.
Digital: With everything basically being forces online, B2B companies see digital interactions as at least 2 times more important to their customers than traditional sales interactions.
Remote: Almost 90 percent of sales have moved to a videoconferencing(VC)/ phone/ web sales model, with more than half believing its effectivity to more than sales models used before COVID-19.

1. Stop Whining About It

While this seems harsh, it is the absolute truth. There is no denying the feel of field sales, but the sooner we get over the discomfort of virtual selling, the better time we can spend to learn the new tips of the trade. Try to incorporate the use of online meets in your regular work schedule to get used to seeing the faces on screen and pick up cues that were once physical.

2. Learn the Use of the Tools

There are tons of functionalities that came with the advancement of technology when it comes to business tools. Learn about the video-calling platform you’re using and master its functions, from chat options to video presentations, make sure you know your way around the tool

3. Research Your Prospective Client

This goes without saying and is exactly the same to field sales. Do your research about your client and show awareness of who they are and what they do. Just because the time and efforts for travelling to meetups have become zero, doesn’t mean you cut shortcuts in your traditional sales approach.

4. Open with a Strong Narrative

First impression is the last impression. Yes, it might be a cliché but all cliches ultimately came from truths, so never forget to open your pitch with a strong and clear narrative. Incorporate the skill of story-telling in your pitch as research indicates it holds the attention of your audience far better than facts. Make sure your revolve your story around your product or service and don’t forget to use a positive client testimonial to make your pitch more personal.

5. More Visuals, Less Text

Content matters but only if presented properly. Aesthetics are important and must be considered while your presentations. Nobody wants to see lifeless and boring templates on screen even though your content might be top class. Make sure you use catchy slogans and use colours and images that match your branding.

6. Combat with Stats

Proof always makes an argument strong and when backed up by statistics, forms the winning team. Use facts in disguise of numbers in your sales presentations and win that sales pitch!

7. Interaction is the Key

Looking at a screen even if the topic is interesting, is very monotonous. It alienates your audience and reduces their span of attention. Include options like polls in your presentations, ask them about their requirements or issues and make an actual conversation with your client. It will help make them feel connected to you and bring in something personal in your prospective relationship.

8. Look Nice!

Last but not the least, presentation is the key but your presentation is the master key. Even if you are at the comfort of your home, drum up the effort to dress up like you would have in your field sales pitch and give your prospects the same traditional taste of selling.