3 Virtual Selling Myths Debunked (Infographic)

The Reality Behind Common Misconceptions in Today’s Virtual Selling Environment

As salespeople struggle to access and engage customers in this new environment, the topic of virtual selling has understandably received a lot of attention. Although some specific virtual skills training is certainly an important component of meeting the current challenges, a more thoughtful, systemic approach to sales effectiveness is required to move the needle on sales performance.

Check out the infographic below to discover the realities behind the common myths of virtual selling that we’ve heard from our customers.

3 VIRTUAL SELLING
MYTHS DEBUNKED

MYTH
Virtual selling is completely new and different.
REALITY
Although selling virtually is different, it's not that different. The degree of difference from what has been good practice for your business until now varies widely based on a number of factors.
Factors include: what business you are in, what you sell and who you sell to, the shape your sales process is in, etc.

MYTH
It's all about getting good at using virtual meeting platforms.
REALITY
In fact, there are a variety of digital technologies that should be part of your virtual selling. These include social media, email, and other digital platforms.
But technical proficiency alone will not make the sale.

MYTH
You can't build the same level of high-quality, trusting relationships virtually that you have built in person.
REALITY
Actually, you can, but it takes a more thoughtful, deliberate, and planned approach.
The sales process may require updates based on how customers buy today.

Next Steps

While selling virtually may be different, introducing all new core selling skills to your sales professionals may not be the answer. It is well worth taking a half step back from launching a new virtual selling program in order to reinforce and carry forward the best of what you already have in place. This will ensure the new virtual skills your salespeople are learning are anchored on the framework of your core sales methodology and a reapplied, if not reimagined, sales process. Want to Learn More About Virtual Selling?

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