Why virtual selling is vital

- When I first started selling virtually, I figured I'd just use the same words, gestures and presentation skills I did live, and voila, I'd have instant success. Boy, was I wrong? Taking what we do live and replicating it online simply doesn't work. Humans are built to connect through the five senses. What happens when we only experience another human being through a screen? We miss the warmth of a firm handshake. We miss the full experience of subtle movements and body language. We often lose those little unplanned moments, the casual comments that create a closer connection that can lead us to go beyond the scheduled timeframe. Often, an in-person meeting, a quick meet and greet can turn into something more, a lunch, a golf game, or even the signing of a contract. Add to that, research shows that empathy skills in first-generation smartphone users has dropped by 40%. Digital connections are less risky, less intimate, but it's your ability to build relationships across the digital divide that will set you apart from the competition. I'm going to help you form bonds with your clients and realize some of the unique benefits of virtual selling. Virtual selling requires a different mindset, skillset and toolset than in-person sales. With it comes a unique set of challenges, but if done correctly, a host of new opportunities. As a seller, you can, number one, talk to more people in less time. Virtual selling allows you to meet with eight to 10 prospects a day compared with two to three when you're busy traveling from place to place. The second thing is you can work from anywhere. Over the last decade, workplace flexibility has become a focal point, especially for millennials who are now the nation's largest generation in the workforce. The third benefit is you have access to more stakeholders. Increasingly, B2B buying decisions are made by a committee. In fact, according to Gartner, an average of 11 stakeholders. Virtual selling makes it easier to bring all those stakeholders together. Let me share an analogy. I live in Park City, Utah. Last year, before quarantine, I visited my favorite restaurant during the busiest time of the year, the Sundance Film Festival. 80,000 visitors descended on our little town, and as I walked by my favorite restaurant, I noticed a line out the door. I asked the hostess, how does Firewood plan to accommodate the 10x traffic? She smiled and said, we just hire more sous chefs, and then, it hit me. Sous chefs, like technology, help facilitate the cooking process. They cut the carrots, chop the onions, but they can't replace the Master Chef Pierre who makes certain we're comfortable, who asks about my parents and puts the love in the food. So let's reimagine the sales experience online from the buyer's perspective. When selling virtually, it's our responsibility to build rapport, earn trust, and put the love in the food.