The world has changed into a globalized world and resultantly it has changed all major aspects of life. It has changed the prospects of business activities as well. Effects of covid19 in 2020 have further catalyzed the process of changing the nature of business activities. The business community is always in search of such innovative means that can further expand their business, and the virtual environment of selling has been the recent and effective step forward.
Traditionally face to face interaction of salesperson with the customer has changed in virtual interaction. This change has altered the nature of the interaction as well. The effective and powerful response that was possible in direct interaction is difficult to manage, but not impossible.
If you assume that the virtual environment is not normal for you then it would not be the same for the customer as well. You have to keep it simple and normal during a virtual sale, for yourself and for the client as well. You don’t have to adopt an apologetic tone or panic, rather be confident in your conversation. This stress would not be beneficial for your virtual sale deal.
For closing a deal virtually, you have to keep things simple. For instance, you do not have to bombard information and features of the item(s) that you want to sell. You have to develop the habit of listening to the problem of the customer. Without listening to his/her problem, you cannot propose your product as the solution to his/her problem. You have to communicate in an organized manner rather than showing unnecessary hustle. For a sales representative, it is well-advised to speak less and listen more, to earn more. When the customer is talking then do not interrupt him, this would not leave a positive impression.
The other thing that can help in closing the virtual deal is to develop empathy. The customer would have a feeling that this person has listened to me, understood my issue, and this impression results in his empathy. With this empathy, you can propose your product as a solution to the problem of the customer. While being in virtual communication with the customer, keep your energy level high. You have to communicate with a combination of emotions and energy.
In a virtual deal, you have to ensure that the client feels himself/herself in a comfortable environment. Use those tools and applications with whom the client is most familiar with. For a virtual deal, equipment should be appropriate and should give a feel of the business environment, for instance, lighting should be proper and camera quality should be up to the mark. These are the factors that can have a complementary effect in closing the deal.
Once you have done this, you are close to finalizing a virtual deal. The masterstroke would be to propose your product as a solution. Don’t use the term like “I think”, rather talk with conviction and confidence. You should not have uncertainty in your thoughts, your approach should like “I have done this time and again and it has worked perfectly”.
Once you follow these do’s and don’ts then this is most likely that you, as a sales representative would successfully close a deal virtually with the customer.
