Make Virtual Selling a Great Experience For Your Customer

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How do I know? Because, there are real stories everywhere, about how customers quickly adapted to virtual selling.

Think about it: During the coronavirus pandemic, no one had a choice and we quickly adapted to virtual sales calls. Or, how many times has a customer demanded that you visit them right at that moment? Yet, when you explained that it was impossible for you to get there, they managed to work it out with you on a virtual call.

One of my sales training clients sells used commercial lebanon telegram data trucks over the phone, sight unseen. These deals run from $20,000 to $200,000. Its customers can only see a picture of the truck. No test drive, no kicking the tires, no making a deal belly-to-belly. This group sells 25,000 trucks a year this way.

Is this a weird way for people to buy used commercial trucks? You bet. Do customers push back and say they have to see the truck before they buy? Absolutely. But this is the only option, and therefore thousands of buyers accept it. Once they experience how easy and painless virtual can be, they become loyal customers and buy more trucks.

Delivering a great experience is another important key to getting customers to accept virtual selling. When you make it a great experience for your stakeholders, they’ll trust the virtual sales process.

The one thing you can take to the bank, though, is that prospects and customers won’t accept virtual sales calls if you never ask for them.Prospecting strategies, lead generation, and advice for new sales managers


Andy Paul: Hello, and welcome to the show. I’m amped up to talk with my guest today, Jeb Blount, bestselling sales author, speaker, consultant, as well as founder and CEO of one of the great sales resources out there for any sales rep, which is that online sales community salesgravy.com.

Now, growing your business in zero time demands that you have a steady flow of qualified prospects streaming through your pipeline.