Unsplash: Berkeley Communications
Remote sales calls can be a challenge. Since communication is primarily nonverbal over a virtual call, there’s a whole other factor that could derail the sale. Even though many have adapted to this new landscape, there’s still a lot to be learned with virtual Sales Enablement. If you want to overcome this difficulty and start succeeding in your sales calls, you’ve come to the right place! VODIUM wants you to be prepared, so we’ve outlined 11 sales tips for more remote selling success. These tips could be just what your sales team needs to unlock better performance when selling over Zoom.
Preparation is key to sales calls; that doesn’t change when you do them remotely. You should know who you’re talking to beforehand, but you should also know what you will say. Knowing the right terms and phrases to throw out at the right time makes it much more likely to land the sale than if you’re trying to sell off the cuff.
Don’t get it wrong, though. Being adaptable is paramount to gathering more information about your prospect. If you don’t have a script before the call, you won’t be able to lead the conversation toward the data you’re looking for. A script is your framework, and once you’ve mastered the fundamentals, you can go off script and flex your sales muscles.
Preparing a detailed script is the best way to achieve sales success on remote calls. Even if you need to adapt beyond the script, the script refines your method, and it can be a nice cushion if you’re not having a high-performance day.
There are a lot of materials you have to juggle as a salesperson, but you don’t want to put your head in the same position. Sharing resources like case studies, research, files, and links with your leads is super helpful. If you try to share these during the call, though, you’re putting them in a tight spot and not giving them enough time to digest the material truly.
Sales calls over video conferencing platforms make it hard to share information with your lead, so it’s a good idea to share sales materials with them a few minutes before the call starts. Try to send out critical materials when you confirm the meeting via email. That way, they have plenty of time to take the content in before the call begins.
Even though using a sales script is a smart idea, you don’t want to come across as unnatural or robotic while reading from it. You won’t be able to connect with your prospects if you do. Rehearsing the script is a good idea for that reason.
You don’t have to memorize it word-for-word but try to know the main points and the sequence of ideas before the call begins. The easiest way to do that is by breaking your sales script into bite-sized pieces. If you learn just one concept or line at a time, you’ll have the knowledge to fill in the blanks. By nailing the big ideas, you give yourself support and direction to take charge of the conversation.
Reading your script aloud is another best practice. You’ll know how your points land and if anything is awkward when speaking. You can experiment with inflection and follow-up questions. This will help you speak naturally when the time comes for you to turn the script into reality.
The human brain processes images roughly 60,000 times faster than text. It’s a no-brainer that not everyone is an auditory learner, and many leads will appreciate some visual support. If possible, you should consider adding visual aids to your presentation.
Remember those sales materials from before? Throw them up on a screen share. Instead, you could create a slideshow that helps you get from point to point. Even better, have an infographic that amplifies the data you’re including in your pitch. Depending on the company you work for, you might ask your marketing department for some help creating visuals, too.
If you’re confident in your visual materials, you can share them with the lead after the call is finished, especially infographics, for their reference.
Sales are as much about building relationships as it is about showing the value of your product. If your prospects genuinely like you, they will also be more interested in doing business with you. They might even refer you to others, making your prospecting efforts a breeze.
You have a script, but be flexible with how you approach it. Not every line should be directed toward closing the deal. Asking simple questions to your prospect to understand them as a person outside of work can break the ice. Attempting to create common ground between yourself and your lead can do wonders for your sales call.
Technical difficulties are the culprit of many failed sales calls. This is especially true for video conferencing software, which comes with its own grab bag of technical issues that might arise. Get into the habit of preparing your tools and tech before the call starts to mitigate any interruptions to the sale.
For instance, ensure your video quality, microphone, and internet are solid. A disconnection issue can derail the call before it has a chance to get started, and it can make you look unprofessional in the long run. Also, have your tools open in different tabs to reference them quickly. You don’t want any delays while attempting to look something up.
To avoid the issue altogether, practice verifying that everything you rely on during the call is working.
Nowadays, we’re all on Zoom a lot more than we’d probably like to. Many have gotten into the habit of turning their webcam off during video calls, but you must never do this during a sales call! It’s impossible to build rapport with someone that can’t see you. Again, much of communication is nonverbal, and you’re putting yourself at a disadvantage if they’re just looking at a blank screen.
Have your webcam on during the entire call duration with your prospect. This way, you’ll have all the nonverbal tools in your communication arsenal, giving yourself a better chance at success. Plus, you’ll be telling them that this call is important to you and demonstrating your engagement directly.
Having your webcam on is one factor, but your appearance is another. The background of your call has many effects on professionalism and credibility. If your background is messy or dark, your prospect may not take you as seriously as they otherwise would.
First, tidy up everything behind you. Have some tasteful decor, a bookshelf, or anything that would appear professional and put-together. Build an environment that you can be proud to show off.
Also, make sure that your sales call setting is well-lit. Open up your blinds to let some light in. Have a light directly on your face so they can see your expressions better, and consider having a ring light to bring out your best angle.
Telling ain’t selling. When we’re preparing for a sales call, we tend to think about all the things we’re going to say to the lead to get them warmed up. However, you shouldn’t be dominating the conversation as a salesperson. Driving your points home too much with little follow-up makes you seem pushy, which can dissuade some prospects from becoming your clients.
Don’t let the conversation be a lecture. Leave room between points in your script for your counterparts to ask questions and clarify ideas. Try to do this several times throughout your script instead of leaving questions for the end of the call. You want them to say what’s on their mind when it matters.
Build questions for the prospect into your script to give them time to make their own points. It’s easier for someone to zone out when listening to someone speak than participating in the conversation themselves. Allowing your prospects to talk could help you retain their interest as well.
Sales calls are meant to help you achieve specific goals. Those goals may differ depending on the call, but you should be gradually building them to some sort of finish line. Closing a sale is all about getting them to act on something, so make sure you’re finishing up with an end goal in mind.
For example, the goal for an initial conversation with a new lead may simply be to schedule a follow-up conversation. The script and visual aids you use throughout the call should all build towards that final ask.
With a prospect you already know, your goal may be to close the deal and get their business at the end of the call. In that case, your presentation may need to include details about why now is the right time for them to take action and purchase.
The key idea here is knowing your goal for the end of the conversation and designing a strategy that makes your call to action feel like the next logical step for the lead.
You have a script, but how will you reference it without making it too obvious? Well, that’s where a teleprompter app like VODIUM comes in handy.
With a virtual teleprompter, you can reference your notes while looking at the screen. Place it near your camera to maintain eye contact throughout the call. You can scroll through your script manually to pause on points until the prospect can ask questions. You can even adjust the transparency to gauge your lead’s reactions and adjust accordingly.
You can keep the conversation flowing without seeming distracted or missing out on a key point. A teleprompter app can help you connect with your lead virtually in many ways.
A great sales script can help you get as much value from your sales calls as possible. However, you don’t want your prospect to see you reading from the script, or the conversation’s flow and your reputation could be damaged.
That’s why you should consider investing in VODIUM. Our virtual teleprompter software provides a simple way to enjoy the benefits of using a sales script without suffering the drawbacks. Also, it’s completely compatible with whatever video conferencing software you’re using.
Why wait? Try a free trial today to experience the value we offer.