Remote selling has been in place for a very long time. Whether with travel agencies, an industrial supplier, or your local corner shop, we all buy things regularly over the phone.
For one, today’s consumers have gone digital. They want to buy products online, directly from your e-commerce shop. As a result, traditional selling techniques are no longer sufficient to attract new customers and ensure a constant stream of clients.
However, making sales to other businesses is not as easy as it might first seem, particularly if you are not used to working with other companies. As a result, many new salespeople make mistakes that could cost them the deal and ultimately damage their reputation.
Remote Selling Best Practices
#1: Master Your Product.
Every business has to learn how to market its product on time. And, as a seller working remotely, it is more crucial that you sell your product correctly.
To become a successful remote seller, you need to know your product inside out. If a customer has an issue, you need to have answers ready. This can be challenging for sellers because so much product information isn’t immediately visible. Instead, you need to dig deep into the nitty-gritty to understand what your product does and who will use it.
#2: Track Data for Each Sale.
The more information you have about your customers, the better equipped you’ll be to market and sell to them in the future.
When marketing your product, you need to know who your target audience is and why they might want to buy it. You also need to understand how to reach them and what kind of messaging will resonate with them.
One way to get this information is by tracking data points for each sale. If you follow data points for each sale, you’ll be able to learn how different demographics may prefer certain types of products or selling styles over others.
By tracking your data points, you can see what kind of product sells well in different parts of the world. You might even want to follow the types of people who are buying your product in other areas. These kinds of insights can help you tailor your marketing efforts and make sure you’re targeting the right audience for each product in each area of your market and verticals.
#3: Take Advantage of Your CRM.
A CRM system can help you keep track of your leads, measure how effective your campaigns are, and ensure you’re always on top of all your sales activities.
It also helps ensure that everyone in your company has access to the same information about each lead, so there’s no confusion about who should be working with different clients or what kind of products they should be offering them.
As a salesperson, you need every tool possible to manage your leads, track your sales pipeline and get the most out of each sales call. But if your CRM isn’t updated in real-time, all that time and effort go to waste.
An up-to-date CRM allows you to:
- Keep track of new leads and existing customers
- Know which leads are ready for contact or follow up
- Understand how much time you’ve spent on each lead and what their status is at any given moment
#4: Maintain Focus.
When you’re on a call with a client, and they start asking questions about your product, it’s easy to get distracted by their products’ bright colors and names. But if you’re distracted, they will likely be too.
When meeting with a client, eliminating potential distractions is even more critical. You want to be able to listen closely so you can respond quickly and accurately—and if other things are going on around you, like an air conditioner or the sound of traffic outside your window, it can make it hard for you to focus on what’s being said.
Meetings and calls are vital to the business but can also be highly distracting. If you’re not careful, you may lose focus—and potentially even a deal—because you’re distracted by something in the background.
To prevent this, turn off any notifications on your phone that might distract you. If there’s anything else pulling at your attention, put it away before the meeting starts so that nothing interrupts the flow of the discussion or call. You can also use headphones or earbuds so that any background noise in your environment will not impact your ability to concentrate on what’s happening during the call or meeting.