From the course: Virtual Selling for Sales Professionals
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How to balance empathy and competency
From the course: Virtual Selling for Sales Professionals
How to balance empathy and competency
- One of the biggest differences selling virtually versus selling face to face is that of time. When you're face to face with a customer, chances are that if you create interest, your prospect might extend the meeting, they may bring in other stakeholders, offer to show you their facilities or introduce you to a family member. A serendipitous meeting at a conference can result in dinner and drinks with the founder or CEO. You don't have this luxury on a zoom call, why? Because most people structure their time virtually and precise increments. You've got a 30 minute or a 60 minute time slot, that's it. With this in mind, it's critical that you remain agile and strategize a structure to your sales calls. What if you're allotted 60 minutes and surprised, your customer announces, she only has 18 minutes. Believe me, this happens all the time. You must prepare to shrink or expand your calls on a dime. What all this comes down to…
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