In this Expert Insight Interview, Amy Looper discusses virtual selling. Amy Looper is the founder of Relativity Sells. She is a sales executive with over two decades of experience who helps tech founders and salespeople improve their revenue.
This Expert Insight Interview discusses:
- Using technology to make deep connections
- The difficulties of transitioning into a virtual environment
- How to practice your virtual selling
Using the Tech
Many people were forced into virtual selling due to the pandemic, and even after a year and a half, it still doesn’t seem like everybody has a complete grasp on how to do it as effectively as they possibly could.
There are many opportunies to leverage the technology that is out there right now to make deep connections with clients. The business world is still tentative about doing in-person meetings, so all salespeople, and businesspeople in general, really need to be comfortable with being in front of a camera.
Transitioning to a Virtual Setting
There are people out there who can walk into a room full of people and be completely comfortable. These natural salespeople can go to any networking event and be the star of the evening, connecting with people left and right.
However, sometimes, these people just don’t have the same level of energy and charisma if they’re in a Zoom meeting. Something about being on camera, looking at their own face down in the corner, puts them off their game and can cause havoc to their performance. It just goes to show that how we operate in the “real world” doesn’t always naturally transition to how we operate in the virtual space.
Practice Makes Perfect
Practice is the best way to get comfortable with anything, so if you’re struggling to transition to virtual selling, you’ll need to utilize your friends and family, or even your best customers (the ones who won’t hold it against you if you feel a bit uncomfortable) and get used to the new environment.
At the end of the day, having an authentic conversation via video is not that different from having one in person. If you’re really comfortable with the situation, your customers will be comfortable too, but unfortunately, the opposite is true as well.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.