“What’s amazing about remote selling is that you can all do it from one place.” – Jeroen Corthout in today’s Tip 587
How can you be extra personable when selling remotely?
Join the conversation below and learn more about Jeroen!
Remote Sales: How to Sell Successfully From Wherever You Are
What is a Sales Pipeline? How do I Build an Unbeatable One?
Sales Quotas: How to Make your Sales More Predictable
Why You Want an Easy to Use CRM for Your Small Business
Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jeroen Corthout. Jeroen is the Co-Founder and CEO of Salesflare, an intelligent CRM built for SMBs selling B2B that’s most popular with agencies and fast-growing tech companies. Here he is:
Jeroen Corthout: These days, remote selling is not something some people do anymore. We all do it. Remote selling was growing steadily for years with inside sales marching on to replace a lot of the existing field sales. COVID-19 has, however, changed things in sales very abruptly. Every one of us is now sitting behind his or her computer screen connecting with customers. What’s amazing about remote selling is that you can all do it from one place. Your office chair, there is no need to drive to meetings. Be 15 minutes early, grab a coffee, get settled in a meeting room. All that is gone, you can now just stay in the same place and take one meeting after another.
Whereas a field salesperson, you can, the maximum four or five meetings per day. When you’re remote selling, you can take two or three times that amount in a day. Despite being more productive and efficient. However remote selling can make your efficacy drop. As there’s always at least two screens between you and your prospect, part of your body language and your donor’s voice can get lost. Plus you’re not actually present with them anymore. That makes it harder to connect on a personal level, which in turn makes it harder to close deals. If you want to solve for that human disconnect and start closing more deals again, the solution is to be extra personable when selling remotely.
Here’s a few tips I can share with you.
One use video calling over phone calling and always turn on your video. Even if it’s just for the beginning of the conversation, it sets a warm tone for the whole rest of the conversation.
Two. Be yourself and be a bit more informal than you would be in a face to face meeting. Make a bit more time for small talk. It’s definitely good to compensate a bit for the difficulties while creating a personal connection remotely.
Three. Try using more chat. Instead of emails between view calls, it’s interactivity makes for much stronger bonds. Email is often a slow and formal ping pong game while chat allows for a real conversation.
Four. If you end up calling without video anyway, use sounds that clearly communicate what you’re doing like a laugh when you’re smiling. And when you’re thinking to make a stronger connection, it’s important to use your donor voice abundantly.
Five. Be extra thoughtful. Bring up important things you remember from previous conversations, more than you would in a face to face conversation, and don’t limit yourself to business, but also bring up personal interests of your prospect.
And a final one. Ask what are you pronouncing their name correctly. It shows you care. My first name is pronounced your Jeroen and gives you a wandering. Maybe when you just misread it.
Scott Ingram: For more about Jeroen, a link to a very detailed blog post he wrote on remote selling and of course to the Salesflare website where you can set up a free trial, just click over to DailySales.Tips/587
Once you’ve done that. Be sure to come back tomorrow for another great sales tip! Thanks for listening!