Leveraging virtual selling tools to engage and educate B2B buyers
Written by Jessy Leone
Zachary Ronski - Head of Business Development at InHouse Creative - Marketing agency
Sales tip #1: Embrace virtual selling
Lidia Vijga: "Selling in person or virtual?"
Zachary Ronski: "Right now virtual. I can have way more meetings and I can get way more stuff done."
With virtual selling, salespeople can have more meetings and get more done in a shorter period of time. Asynchronous video presentations help salespeople stay top-of-mind with their prospects and maintain the human connection. B2B sales reps who use asynchronous presentation videos for selling report higher conversions and faster sales cycles.
For example, if you are selling a complex financial product, you can use asynchronous video to explain the product in detail and answer any questions that the customer may have. Video selling is a powerful sales tool that can help salespeople build better relationships with their customers and accelerate the sales cycle.
Virtual selling makes it easier and faster to establish trust and build rapport.
Virtual selling makes it easier to track and measure results, as well as to customize sales approaches based on customer engagement data. As a result, salespeople can build relationships with clients that they would not have been able to meet in person. This flexibility allows salespeople to meet with more leads, close more deals, and ultimately boost their sales numbers.
With all of these advantages, it’s no wonder that virtual selling is quickly becoming the new norm. It is changing the way salespeople work, and it is giving salespeople a new level of freedom and flexibility. Thanks to remote selling, salespeople can work from anywhere, and they can sell to anyone.
As the world continues to evolve, so too will the way in which businesses sell their products and services. Virtual selling is just one example of how technology is changing the face of sales.
Sales tip #2: Take a role of an educator
Lidia Vijga: "The best-selling advice you've ever received?"
Zachary Ronski: "Teach as much stuff as you possibly can and bring as much value to the table and you'll win every deal. The best salespeople are educators."
The sales process has changed dramatically in recent years, and the most successful salespeople have adapted their strategies accordingly. As a salesperson, you must be able to provide as much value to your potential customers as possible.
In today’s business-to-business world, virtual selling is becoming increasingly important. In the past, salespeople could get away with being knowledgeable about only a few products or services. However, in today’s hyper-competitive marketplace, salespeople need to be experts on everything their company offers, as well as the industry in general. Buyers are often reluctant to invest the time necessary to learn about complex products, and they may not be receptive to traditional sales pitches. Sales reps need to find ways to overcome these obstacles and engage buyers in meaningful conversations. One way to do this is to provide buyers with educational materials such as white papers, asynchronous video presentations, and webinars.
Many salespeople make the mistake of thinking that their job is simply to offer information and then let the customer decide.
In many cases, the best salespeople are those who take on the role of educator. Simply put, the more you know and the more you can do for your clients, the better your chances of winning a sales deal. It’s also very important to be able to effectively teach what you know. They also know how to ask the right questions and listen carefully to the answers. As a salesperson, it’s your job to educate your customers and help them make informed decisions.
B2B buyers are looking for salespeople who can help them make sense of the cacophony of voices and data points they encounter every day.
By spending the time to truly understand the buyer’s needs and challenges, salespeople can position themselves as trusted advisors who can help buyers make better decisions. If you can do this, you’ll be much more likely to win sales deals.
So if you’re serious about being successful in sales, make it a priority to learn as much as you can and bring as much value to the table as possible. In today’s competitive marketplace, the best salespeople are those who act as educators and work to build long-term relationships with their customers.
If you want to know what types of video presentations fast-growing companies use, read our guide here.
Sales tip #3: When virtual selling, take into account emotions
Lidia Vijga: "Are your buying decisions based on emotions or facts?"
Zachary Ronski: "Emotions!"
In any sales situation, it’s important to understand what motivates your potential customer.
Most salespeople understand that buying decisions are largely driven by emotion. After all, when was the last time you made a major purchase based solely on logic?
However, many salespeople fail to take this into account when selling to businesses. They focus on presenting the features and benefits of their product, without paying attention to the emotional needs of their customer. As a result, they miss out on opportunities to connect with their customer and close the sale.
Instead, salespeople should focus on understanding the emotional needs of their customers and demonstrating how their product can meet those needs. Only then will they be able to make a truly compelling sales pitch.
If you’re looking for more information on video selling, be sure to read our guide on video sales tips and tactics.
Salespeople need to build rapport with their customers and create a positive emotional connection.
Great salespeople know that if they can make their customers feel good about the purchase, they’re more likely to close the deal. This is just as true in B2B sales as it is in retail sales. In person and in virtual selling.
When B2B companies are making big-ticket purchases, they want to feel good about their decision. They want to know that they’re buying from a company that cares about them and that they can trust. That’s why building a strong emotional connection with your customers is essential to success in B2B sales.
Of course, this doesn’t mean that salespeople should try to take advantage of their customers’ emotions. Instead, they should simply be aware of the role that emotions play in the decision-making process and adjust their sales tactics accordingly.
By understanding the emotional drivers of customer behavior, salespeople can be more successful in closing deals and achieving their sales goals.
If you want to learn how you can create and deliver the best sales presentations, read our guide here.
Also, if you are new to video selling, make sure to read our article on virtual presentation tips and tricks.
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