SELLING SKILLS


Top Eight Virtual Selling Skills Checklist  Engaging Buyers


Mastering virtual selling involves learning a new set of skills to successfully nurture prospects, share information, conduct demos, and host meetings without the benefit of being in person.


Use this checklist to train sellers to deliver drama-free, engaging, and productive virtual sales meetings.


Having Stage Presence


Sellers are now “performers” on a virtual stage who must understand how to make the best impression. Have sellers practice on video and get feedback on their appearance, speech, body language, and style so they can be as engaging as possible.


Understanding Virtual Meeting Platforms


The value of being comfortable using a reliable and drama-free platform cannot be overstated. Sellers need basic knowledge of video conferencing software (your organization’s and others), including microphone, speaker, screen sharing, whiteboarding, and chat.


Managing Time


Sellers must remain keenly aware of the time during meetings and find ways to keep others on the call aware of it as well. Review the time at the beginning of the meeting and have the agenda posted in a chat shared with everyone so any needed adjustments can be made up front.


There are many new ways to spark engagement and help sellers learn about buyers. Train sellers on tools such as polls, chat, and interactive content to connect with meeting participants.


 Building Trust and Rapport


Building rapport is more difficult when you’re virtual. Even when time is short, sellers need to build “getting-to-know-you” moments into every meeting. Leave a few minutes either at the beginning or end of calls to chat so there’s an opportunity to make a connection and build rapport.


 Sharing Screens


When screen sharing, sellers must make sure participants can easily read what’s on the screen. Learn to do a presentation in full-screen slide mode and know how to quickly zoom a document or Web page when screen sharing. Sellers should not share their screen when they aren’t using slides, so participants can see each other.


 Prepping Before the Meeting


To improve buyer experiences and reduce technical difficulties, set a standard process that includes an agenda, meeting checklist, tech tips, and reminders.


 Recording Personalized Videos


Video is quickly becoming a differentiator for B2B deals. Sellers need to be comfortable recording themselves on video, optimizing videos for speed and ease of sharing, and sending them directly to buyers throughout the sales process. 


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