Buyers pit vendors against one another
Posted: Mon Jan 27, 2025 4:27 am
Every single virtual salesperson sitting at home trying to get the attention of your prospect for any reason whatsoever is your competitor. As such, buyers are more critical of how and where they spend their time. This is giving buyers more choices.
The requirement to work from home and conduct business virtually is breaking down geographic barriers.
Unless a vendor is geographically limited for some reason, such as service regions or exclusivity, there really is no reason to limit their physical selling region. It’s just as easy to call and email New York and Omaha as it is Dallas and Paris. This, too, is giving buyers more options – and more distractions.
Everyone is on the same stage – a virtual stage.
Social media, emails, calls, and even video-based prospecting are the communication platforms that everyone has to use now. It’s creating noise for buyers, and it’s largely ineffective without meaningful differentiation. Buyers are becoming adept at ignoring most of it.
Buyers have accepted the new virtual engagement model.
They’re gaining more leverage by not meeting with you guatemala telegram data face-to-face. They can hide behind “corporate policy,” COVID restrictions, and working from home to justify relegating the sales call to a virtual platform.
Negotiation is easier for buyers over a call or collaboration platform like Zoom.
They can mute and disable video to virtually disappear (be careful, they can still see and hear you). And, they’re growing fond of this additional leverage.
Many sellers are operating in desperation, and in some markets, they’re driving down prices on their way to extinction. This inspires some buyers to pit vendors against one another – which is less uncomfortable for them in a virtual setting.
Ok, so now what? The great news is that there is a way through this that allows you to keep your integrity, company profit, and commission check intact.
Four Tips to Stand Out with Virtual Selling
Differentiation is essential for survival. I get hundreds of same-same LinkedIn and email garbage requests every day “just wanting to connect” or “just wanting to talk at me” through an overly long and poorly crafted message.
The requirement to work from home and conduct business virtually is breaking down geographic barriers.
Unless a vendor is geographically limited for some reason, such as service regions or exclusivity, there really is no reason to limit their physical selling region. It’s just as easy to call and email New York and Omaha as it is Dallas and Paris. This, too, is giving buyers more options – and more distractions.
Everyone is on the same stage – a virtual stage.
Social media, emails, calls, and even video-based prospecting are the communication platforms that everyone has to use now. It’s creating noise for buyers, and it’s largely ineffective without meaningful differentiation. Buyers are becoming adept at ignoring most of it.
Buyers have accepted the new virtual engagement model.
They’re gaining more leverage by not meeting with you guatemala telegram data face-to-face. They can hide behind “corporate policy,” COVID restrictions, and working from home to justify relegating the sales call to a virtual platform.
Negotiation is easier for buyers over a call or collaboration platform like Zoom.
They can mute and disable video to virtually disappear (be careful, they can still see and hear you). And, they’re growing fond of this additional leverage.
Many sellers are operating in desperation, and in some markets, they’re driving down prices on their way to extinction. This inspires some buyers to pit vendors against one another – which is less uncomfortable for them in a virtual setting.
Ok, so now what? The great news is that there is a way through this that allows you to keep your integrity, company profit, and commission check intact.
Four Tips to Stand Out with Virtual Selling
Differentiation is essential for survival. I get hundreds of same-same LinkedIn and email garbage requests every day “just wanting to connect” or “just wanting to talk at me” through an overly long and poorly crafted message.