Even though businesses moving to remote sales have been increasing in the past few years, others have been reaping the benefits of remote sales for years.
They have long adopted and understood the power of remote sales, which has helped them establish a strong market compared to their competitors.
Remote selling has allowed businesses to overcome time constraints and geographical locations in a bid to engage with a larger number of customers over a shorter period.
Before the COVID-19 pandemic, remote selling was considered an option. This has so far changed and it is now viewed as an integral part of operations in a business. But what should businesses do to excel in remote selling?
Incorporate Sales AI and Advanced Analytics
Remote selling will not be successful if you rely on your sales representatives for everything. You also need to implement algorithmic and guided selling that relies on sales data and artificial intelligence to automate sales and enhance customer engagement.
With sales AI and advanced analytics, you can easily maximize effectiveness and seller time by making sure that your selling techniques match the requirements of your customers.
Artificial intelligence is also important in predicting customer requirements and sales content that appeal to them.
However, you should not expect to see results immediately after you start using artificial intelligence. The truth is that AI works well in remote sales, but you need your sales representatives to use it for some time before any results are realized.
Use the Right Remote Selling Tools
Remote selling requires the use of the right tools. With advancements in technology, we are continuously seeing new innovative tools made to solve different business challenges. However, businesses need to make sure that the tools they use meet all their requirements.
To start with, the tools you choose need to adapt to the changing customer expectations when it comes to selling remotely. You also need tools that make the entire remote selling process easy for your sales representatives.
Some of the tools you might need for successful remote selling might include audio, video, and presentation tools such as lighting, microphones, and cameras. Others include chatbots and webforms for customer support.
Digital Sales Rooms for Remote Sales
Digital sales rooms play a vital role in promoting human sales engagement even though this happens in a virtual environment. This approach allows sales representatives to engage with their customers while offering them a centralized, personalized, and secure experience.
Customers are introduced into the sales room with a message personalized for each one of them. They are then taken through a comprehensive presentation that is made to address their specific requirements.
Apart from adding a human touch, digital sales rooms are also known for increasing efficiency in the sales cycle. They do this without sales representatives having to organize face-to-face meetings with their customers.
They also help organizations cut operational costs incurred through traditional selling techniques.
Use Local Phone Numbers
Remote selling has become an integral part of business operations. Today, businesses can sell to customers in different parts of the world easily and without any problems. However, businesses need local remote phone numbers for successful remote selling.
For instance, your business might be running operations from London but has a target market in South Africa. You do not need to use a United Kingdom phone number when selling to your South African customers.
You can get a local VoIP phone number from OpenPhone to reach out to the customers and grow your customer base. Luckily, you can have multiple phone numbers to sell to customers in different geographical locations. This is important because most people want to work with businesses they can identify with.
Use Sales Enablement Tools
Sales enablement tools are known for their role in expanding the bandwidth of sales representatives through planning automation, CRM reporting, and the selection of sales and marketing content.
They provide your sales representatives with the content they are supposed to share with customers, making sure that the content is tailored to meet the requirements of all customers.
Using elements in sales enablement tools such as sales analytics, sales CRMs, content analytics, and business intelligence, sales teams can win over new and prospecting customers by delivering content that is easy to understand.
In addition, these tools eliminate obstacles to engagement through automation, creating more time for sales.
In conclusion, you might understand the benefits brought about by virtual selling but do not know how to make the switch in your business. It might also be challenging to find out ways of succeeding with the remote selling techniques you have currently employed.
Fortunately, the remote selling best practices discussed above are going to set your business up for success and ensure that your customers get the best and most memorable experiences.
They will also provide your sales representatives with the tools and knowledge that they need to succeed at their work.