VIRTUAL SELLING BUILDING PROSPECT RELATIONSHIPS IN 2023


Virtual Selling Journey Map 7 Steps to Engage Buyers Virtually


NEGOTIATE • Share Agenda • Anticipate Objections • Practice Final Pitch • Follow Up With Personalized Video


QUALIFY • Hold First Meeting • Discover • Share Agenda • Record Call • Create Digital Sales Room


GENERATE INTEREST • Research People & Company • Customize Call Script • Customize Email Outreach • Send Personalized Video


DIFFERENTIATE • Engage Stakeholders • Send Check-in Video • Provide Case Studies, Industry Examples, & Customer Testimonials • Optimize Digital Sales Room


DEMONSTRATE VALUE • Personalize Presentation • Send Thank You • Recap Action Items • Share Relevant Collateral • Add Recording & Notes • Monitor Digital Sales Room


PERSONALIZE YOUR SALES PROCESS Virtual Selling Skills Checklist


It’s a hybrid world. Sellers must collaborate with colleagues at home and in the office. They also have to host drama-free and productive virtual sales meetings with remote buyers. Use this checklist to nurture prospects, share information, conduct demos, and host meetings without the benefit of being in person.


 RECORD PERSONALIZED VIDEOS Video is a differentiator for B2B deals. Get comfortable recording yourself and send them to buyers throughout the sales process.


 MANAGE TIME Stay on top of the agenda and keep others on the call on track. Post the agenda in the meeting chat so any adjustments can be made up front.


 ENGAGE BUYERS


Spark engagement and learn about your buyers using polls, chat, and interactive content to connect with meeting participants.


 DEVELOP “STAGE PRESENCE” Make the best impression on the virtual stage. Practice on video and get feedback on appearance, speech, body language, and style to be as engaging as possible.


 SHARE SCREEN Make sure participants can easily read what’s on screen. Present in full-screen mode and don’t share when you aren’t using slides so participants can see each other.


 PREP BEFORE MEETING Follow a process that includes an agenda, meeting checklist, tech tips, and reminders to improve buyer experiences and reduce technical difficulties.


 BUILD TRUST AND RAPPORT Rapport is more difficult when you’re virtual. Build “getting-to-know-you” moments into every meeting. Leave a few minutes at the beginning and/or end of calls to chat.


EXPAND • Onboard • Share Digital Sales Room with Customer Success


• Monitor for New Opportunities


• Reinforce Value


CLOSE • Share Agenda • Send E-sign Contract • Email Thank You Video • Review Digital Sales Room Engagement


• Harvest Intel & Share Internally


SPECIAL EDITION 2023 SELLING POWER | ALLEGO.COM | 15 © 2023 SELLING POWER.


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