April 9, 2021

Remote Selling: How to Drive Traffic, Get Organized and Ace Remote Selling

Remote selling is a myth. It sounds great in theory, but it doesn't work as well as you'd think. The truth is that remote selling requires just as much organization and traffic generation as traditional sales methods – or more! If you're going to try this for yourself, here are some tips to help get started.

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It's easy, remote selling is the act of selling products remotely. That means you don't need to be physically present with your customer in order to make a sale. But it doesn't just mean that you're not there; it also includes all the steps that go into making remote sales successful. 

This blog will discuss how it can help your business drive traffic to your store. We will talk about tips for successful remote organizations and ways you can ace selling!

Start it by planning out your remote marketing. Use a system that helps you and your staff manage the inbound traffic, product listings and customer interactions with ease. You might even consider using software like Baird Sales to help organize remote sales!

With remote markets, make sure all of your products are listed clearly on every platform where customers will look. This includes selling platforms, social media and even your website!

It can be tough because you're not in the same room as your customers when they have questions or concerns about a product. When this happens to me, I try to put myself in my customer's shoes and think of what I would want them to hear from me in a remote sale situation.

When selling, be sure to have an organized filing system for all of your customers. This is especially important when you're working with remote customers who need their products shipped to them or have any other special needs that require extra work on your end.

 The last thing you want is having misplaced information about these types of customers because it can cause problems later on.

It is a skill like anything else and the best way to learn how to do something well is through practice! The more you remote sell (and get feedback from your customers about what you're doing right or wrong), the better remote salesperson you'll become - so go for it!

5 Ways to Make the Transition to Remote Selling Go Smoothly

You may help your staff by changing your sales technique, implementing technology to aid salespeople, and executing everything in a timely manner.

With that out of the way, here are my top advice for making the move to remote selling go as easily as possible.

1. Make interactive presentations a priority.

Most people would say that video conferencing is the way to go when it comes to virtual sales meetings. Is this, however, sufficient? While video conferencing using services such as is supposed to make meetings feel more personal, research demonstrate that this isn't always the case.

 Multitasking or fully blank out are not deterred by video conferencing. Only 12% of respondents are as relaxed during video conferencing calls as they are during phone chats. As a result, there is a risk of low engagement.

Using interactive and interesting presentations can help keep your potential buyer engaged in the dialogue. Companies may generate animated PowerPoint presentations from standard files utilising drag-and-drop features and interactive presentation tools, presenting in a new and more appealing way.

If your competitors are lulling buyers to sleep with boring, static PowerPoint presentations of awful video conferencing calls, your dynamic approach will set you apart and make your product or service stand out during the buying process.

2. Value selling can help you increase the effect of your sales.

According to CEB, buyers make 57 percent of their decisions before even picking up the phone to speak with you or your competitors. When they do engage with you, they will already be familiar with your company, products, and services.

Customers turn to you for information that they don't already have before making a decision. That something needs to be financial justification in times of economic crisis or difficulty, especially now more than ever.

Quantifying the return on investment or similar total cost of ownership of your product or service will provide your buyer with the knowledge they need to market your solution internally, as well as develop confidence and credibility in your solution.

Interactive value selling tools, such as ROI and TCO calculators, allow salespeople to collect personalised data from customers in real time. With 74 percent of consumers purchasing from the first vendor to deliver this value, using these techniques has been shown to increase win rates.

3. Make use of online learning.

For the time being, the majority of business events have been cancelled or postponed. Many sales kick-off activities fall into this category.

This isn't to say you can't make sure your salespeople have the information they need to close deals and satisfy quotas. Microlearning, which involves the use of video modules to train sellers "just-in-time" rather than "just-in-case," has been shown to be more effective than traditional classroom learning.

Using current learning management systems (LMS) allows your sales team to move beyond one-time training and onboarding and instead use incremental education to better prepare salespeople for sales encounters.

Organizations that use a learning management system (LMS) for sales training can track completion, determine who needs extra training, release fresh content after each module is completed, and ramp sellers faster.

4. Make the most of your marketing money.

During a downturn, marketing expenses are sometimes the first to be slashed. That means it's more important than ever to know what material works and what doesn't.

According to a survey by The Whole Brain Group, 95 percent of buyers buy from sellers that provide relevant content at every stage of the buying process. According to Forrester, however, 65 percent of market-produced information is underused by sales teams.

You're hurting your capacity to complete deals if your company wastes money on sales material that won't be used by sales personnel. How can you figure out which content, and when, would provide the most return on investment for your company?

You can use AI-powered sales enablement tools that are coupled with CRM to link content to revenue. This solution reduces guesswork by providing statistical insights into what has previously led to missed chances. 

AI-powered sales enablement solutions may also provide recommendations about which content to use, archive, promote, and more. This gives marketers the assurance that their resources and money are having a good influence on business and sales.

5. Appreciate the price of "doing nothing."

The transition to selling was unanticipated and complicated, according to the widespread agreement. Budgeting, business effect, and other issues may arise as a result of this move. 

If your company is weighing the rewards and risks, the cost of doing nothing will be far more costly than changing expenditures to implement important sales tools and systems in order to maintain sales income.

Consider implementing a sales enablement platform that incorporates all of the tactics listed above to reduce overall costs and risk.

In a time like this, when there are so many stressors and unknowns, using these tools and tips will save your company both time and money. Stay away from cumbersome deployment methods and costly solutions with extraneous bells and whistles.

Rather, look for a sales enablement platform that your company can use rapidly to satisfy the demands of your employees at home. For a limited time, many companies are giving free trials or discounts on their solutions.

Now is the moment to offer your remote sales agents with the tools and support they require to succeed. Check out this article for more information on how to effectively manage a remote sales staff.

How can you sell from afar like a pro? How do you manage a sales team that works from home? And how do you get leads? All of these questions will be answered in this tutorial.

If you tell an old-school salesperson that you do or plan to do remote sales, they'll undoubtedly think you're crazy.

“Really? You want to sell to customers without having to meet them face to face? That isn't going to work. "You are squandering your time."

The truth is that it is quite effective. And it's sweeping the nation in terms of sales.

Ten inside/remote sales reps are being hired for every outside/field sales rep hired right now.

Now, whether you're consciously selecting remote sales over field sales or you're forced to stay at home due to a bad sickness, we've put up a useful guide to help you succeed.

It's more difficult to connect on a human level when you're selling remotely.

Communication between a salesperson and a prospect, according to Dr. Albert Mehrabian's book Silent Messages (1971), is:

  • 7% of all uttered words
  • The tone of speech accounts for 38% of the total, while body language accounts for 55%.
  • Whether or not the breakdown is completely correct, the point is that if you can't see each other, a lot of communication is lost.
  • You can see each other and read some body language thanks to video conferencing software, but this technology will never totally fix the problem.

Much of what we'll talk about in "How to sell remotely like a pro" is how to deal with this challenge and make the most of it. When you have less personal interaction, it's more difficult to stay motivated.

Extraverts make up the majority of salesmen. We need to keep in touch with others to keep our energy levels up. This is difficult if you don't perceive your prospects.

That's one of the reasons it's crucial to be as personable as possible (it helps the creative juices flow), as well as a major justification for developing daily habits.

Despite the two major drawbacks we have highlighted, the benefit is enormous: remote sales significantly increases your productivity.

Consider a day in the life of a field salesperson: driving from prospect to prospect, waiting in lobbies, ordering coffee, entering and exiting meeting rooms, etc. It's a significant amount of time wasted.

Consider transitioning to remote sales while remaining in the same location. Suddenly, the number of one-hour meetings you can have in a day has doubled.

Furthermore, when I converted to remote sales, these one-hour meetings might suddenly be reduced to 30 minutes.

We could suddenly cut down on the amount of time we spend moving around, getting coffee, waiting for something or someone, exchanging pleasantries, and so on. My sales potential has been doubled!

Other things were significantly easier as well:

I no longer had to calculate traffic and buffer periods when booking meetings because I could use a scheduling link. My email traffic was quickly cut in half as a result of this.

Because I was already spending so much time at my computer, switching between conversations and other forms of work became more easier.

And I became less detached from the rest of our team, as it was previously more difficult to stay in touch when I was driving around.

This is only one of the many advantages remote sales offers, but it's perhaps the greatest. You don't have to work that hard if you manage your time correctly and get organized with selling!

Let's discuss ways in which you can ace remote selling?

1. Truly add value to businesses- 

If you're remote, I can't insist enough how important it is to add value.

The best way to do so? Provide useful information about the market or industry that saves your prospects time and money!

For example: "I read in Inc. Magazine that only ___% of small businesses use x software." Or: "Did you know that ____% of remote salespeople fail in the first quarter due to this simple mistake?"

Then, provide a solution with your selling services! It's almost like opening up a buffet and allowing prospects to pick what they want.

This is especially powerful if you can give them something for free or at low cost with email signup or other action.

You could also consider a course as an upsell, but make sure to give something of value first! In this industry, it's easy for people to get jaded and skeptical so you need to be different from the rest.

2. Change your messaging-

When you're remote, it's more important than ever to make a great first impression. Try your best to be personable and friendly in any way that works for you!

For example: "I'm actually sitting on the beach right now- I love this time of year!" Or: "Just had my morning coffee – hope you have a great day!"

The tone of your email or voicemail is everything. Make sure you're not coming across as robotic and instead be friendly! People can tell if you're being genuine which will go a long way in remote sales.

The next step is to determine who should receive what message – every prospect requires something different.

3. Target the right industries-

When you are remote, it's even more important to choose your target industry correctly.

Sure, everyone likes good salespeople but businesses have different expectations depending on the size of their business or what they do for a living. You need to be able to research this information in order to drive traffic and convert remote sales opportunities.

4. Tap into your buyer’s psychology-

There are countless ways you can drive traffic. The key is to use your buyer’s psychology in order to get them hooked on what you're offering!

For example: "I was just thinking about how ___% of remote salespeople fail and I wanted to share my solution with you." Or: "You don't have to work hard if you manage your time correctly."

This is a great way of adding value and making them feel like they're getting something out of it. It's free, easy for prospects to do! And people love giving their opinion so asking them what they think about things will help too!

5. Find creative ways to communicate with prospects-

One of the best tips you can get is to be creative with both communication and marketing! And today, there are so many different ways for achieving this. We live in a digital world and remote sales teams need to embrace it as an advantage.

For example: Video chat or phone calls – we use Zoom almost every day and it is amazing!

Email – try A/B testing your subject lines with different copy to see what gets the most open.

Social media – you can use Facebook ads, Instagram influencers, etc. There are so many options available today which remote sales reps should consider leveraging in order to drive traffic!

 You just need to put the work in and figure out what works best for you, your remote business and its target audience.

Writing a blog post about selling is a great way to drive traffic if done correctly!

 It's also beneficial because it can establish thought leadership by answering questions or concerns that other people have. There are countless topics to cover so just pick something that you feel passionate about and get writing!

It's important to have a plan in place so be sure to think through everything from your messaging strategy, client outreach, organizing tasks and more.

Don't stress if things aren't working out at first- keep tweaking what is not converting or giving value until they do!




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Heba Arshad

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