Remote selling has an information gap, says Liston Witherill, founder of Serve Don’t Sell, a provider of remote marketing and sales training for service-based businesses and independent consultants.
In remote selling, less information is transmitted, so more weight is assigned to each individual piece of information. The challenge for the remote seller is to fill in as much of the information gap as they possibly can. Witherill lists these core remote selling skills that must be mastered:
- Video meetings need to be highly structured.
- Sellers need to be IT support for themselves and their meeting attendees.
- Meeting plans must be clear and concise.
- Use of multi-media — slides, videos, and screen shares — is critically important to keep prospects engaged.
- Content should be used to stay in touch with and nurture prospects who aren’t yet ready to buy.
- Send prospects one-off, custom videos as soon as a conversation is started over email or when they complete a form.