Virtual Selling
Top 10 Tips for Improving Closing Rates in 2021
There is no time more fitting than the start of the new year to reflect on the wins and losses of the past year and set new goals for the upcoming one. I sat down with ASLAN CEO, Tom Stanfill, to review his top tips for ratcheting up those closing numbers for all salespeople out…
Read More3 Challenges Prospects Face When Buying Virtually
We spend a great deal of time thinking about and talking about how this new virtual reality has affected us as salespeople: how we prospect, how we conduct meetings, how we sell. But the truth is, the shift has also greatly impacted our customers and potential customers’ way of conducting business. They’ve had to deal…
Read MoreWhat Are Your Prospects Really Objecting To?
I see a lot written about effective strategies for dealing with objections, and I agree with most of the common wisdom about handling real/honest objections. What I think most experts, and reps, fail to understand, though, is that the typical strategies or steps that are effective in responding to a real objection fail miserably when…
Read More3 Steps to Differentiate Yourself in Virtual Sales
Over the better part of the last year, we’ve spent a great deal of time discussing the transition to virtual selling, the new sales process, and the different new skills and technological considerations involved in serving our customers remotely. With all the change and the chaos of this new reality we live and sell in,…
Read MoreVirtual Selling: The Art of Storytelling
One of the most advanced skills required in virtual selling is telling a story. You need your customer to experience the emotional connection and the payoff they would receive by embracing your recommendation. As you plan to deliver the perfect virtual presentation to your prospect, there are two really effective ways to help them experience…
Read MoreFrom Sympathy to Empathy in Virtual Selling
‘Tis the season… the holiday season, the season of giving, the season of kindness, compassion, and love. It’s a time for joy. As we round out 2020 and approach the end of a long, crazy year, one that has changed so much in the world of selling and the world in general, we thought it…
Read MoreVirtual Selling: Identify Political Structure with Your Prospects
This topic, learning to identify the political structure of your prospects within an organization, will be very relevant and helpful to all B2B sales reps, especially in our current virtual selling climate. If you prefer to take this on the go and listen to a conversation on the topic, feel free to check out sALES…
Read MoreVulnerability in Virtual Selling (Compared to Face-to-Face Selling)
In the world of sales, there’s been a lot of discussion lately about the feeling of vulnerability and discomfort that comes with selling remotely. What is it about this new “virtual reality” that makes sellers feel more vulnerable and “at-risk”? Is it the technology? Are we afraid of looking foolish? While inside sellers are more…
Read MoreVirtual Selling – Your Motive Is Ultimately Transparent
Here’s a disruptive truth for you: the receptivity of your audience has more impact on your success than the power of your message. Think about planting. A seed that lands on concrete doesn’t germinate. If the soil isn’t fertile, the quality of the seed just doesn’t matter. Creating fertile soil always precedes planting. During the…
Read MoreThe 3 “F”s of Strategic Sales Call Planning
There are a ton of “sales strategies” or “winning strategies” – but here’s the problem: most sellers only focus on one, or over-focus on one, completely ignoring the others. When you’re talking to a prospect and they express some interest in your offering, there are different ways (strategies) to approach advancing the sale. We’ll…
Read More