Virtual Selling: a methodology to excel in remote sales

Faced with teleworking, traditional commercial interactions have given way to virtual practices. Designed by Julie Thomas, the methodology Virtual Selling helps salespeople to adapt to these new realities. This approach optimizes the commitment and creation of value in an environment where exchanges are done remotely.

Understand Virtual Selling: capitalize on digital interactions

Virtual Selling is based on specific principles that maximize the effectiveness of online interactions:

1. In -depth preparation : Ensure that all tools, content and strategies are adapted to a virtual context.
2. Distance commitment creation : Use techniques to capture and maintain customer attention.
3. Digital personalization : Make the interactions relevant and adapted to each client.
4. Mastery of technologies : Effectively integrate online communication tools, such as videoconferencing platforms and CRM.

Virtual Selling key stages

1. Planning and preparation

• Choose the appropriate communication platform (zoom, teams, etc.) and ensure its functionality.
• Gather the necessary documents and presentations in digital format.
• Anticipate the customer’s objections or everyday questions.

2. Initial commitment

• Start with a personalized introduction to create a connection.
• Use visual techniques, such as interactive slids or live demos to capture attention.
• Ask open questions to involve the customer from the start.

3. Discovery of needs

• Identify the client’s issues and objectives through prepared questions.
• Use tools such as live surveys to collect precise information.
• Adapt the discussion according to the answers and priorities identified.

4. Presentation of the solution

• Clearly show how your product or service meets identified needs.
• Integrate visual and interactive elements to make the presentation dynamic.
• Highlight the competitive advantages and measurable results.

5. Closing and follow -up

• Summarize the key points discussed and confirm the next steps.
• Send a clear and succinct report after the meeting.
• Maintain regular monitoring through emails or programmed reminders.

Before, during and after the customer meeting: an operational structure

1. Before the customer meeting

• Technical verification : Test all technological tools to avoid technical problems.
• Content preparation : Adapt the presentations to a visual and interactive format.
• Customer research : Collect precise information on your needs and expectations.

2. During the customer meeting

• Active commitment : Use active listening techniques and ask relevant questions.
• Real -time adaptation : Modify your speech according to the customer’s reactions.
• Use of digital tools : Share visual elements or live demonstrations to enrich the interaction.

3. After the customer meeting

• Recapitulation of exchanges : Send a clear report of discussions and the next steps.
• Strategic monitoring : Maintain a relationship through regular contact points.
• Performance analysis : Evaluate the quality of the presentation and identify the points to be improved.

Virtual Selling’s forces

1.

Virtual Selling allows you to reach customers on a global scale without the logistical constraints of physical meetings.

2. Increased efficiency

The methodology optimizes the time spent on each opportunity thanks to rigorous preparation and suitable tools.

3. An enriched customer experience

The integration of digital tools makes interactions more dynamic and engaging.

Concrete example: Virtual Selling in action

A SaaS company used Virtual Selling to present its product to a multinational. Thanks to a live demonstration and the use of an online survey, they identified the key problems of the customer. Their interactive presentation made it possible to capture attention and clearly show the advantages of their solution, which led to a contract signature in less than a month.

The limits to consider

• Dependence on technology : Technical problems can affect experience.
• Lack of personal contact : The absence of face -to -face interactions can reduce the emotional connection.