Due to the pandemic, salespeople among the rest of the business professionals had to transition their work to entirely online. Hence, in this Expert Insight Interview, Henry Daas discusses online sales. Henry Daas is a founder of daasKnowledge, providing professional coaching primarily for entrepreneurs, and the author of FQ: Financial Intelligence.
The interview discusses:
- The adjustments following the transition to online
- Strategies to improve verbal communication
- The importance of the selection of prospective customers
Transition to Online
Many people who were excellent in sales in traditional face-to-face environments cannot adjust to the new online environment, while for some, online environment was the reason to flourish. The big adjustment to make for online work is to understand the difference between the online and face-to-face way of doing business. Communication does not consist only of speaking words, but also of our tone, non-verbal communication, body language, eye contact, etc. However, some people do not even want to turn on their camera when having a Zoom meeting. Those things, other than verbal communication, are a big challenge in online work because they are hard to replicate virtually. So, the only thing we can do is to advance our spoken game.
Moreover, some of the strategies for advancement in verbal communication with your customers are active listening and mirroring back. While someone is talking, active listeners do not think of their next sentence but actually focus on what that person is saying. Mirror back to your customers means listening to them and then repeating your understanding to them. In that case, you would start your sentence with “Let me see if I got this right…”. This way, you show your customers that you value what they have to say and want to understand their wants and needs.
Considering that the Internet became a significant part of today’s life in general, it is a perfect moment to put yourself out there as a thought leader on your subject matter. That way, you will make your customers come to you instead. Instagram, YouTube, and LinkedIn are some of the tools that have enormous passive marketing potential. However, be careful and selective with your customers. It is always better to go for clients that fit your ideal sales avatar than to chase the volume. Companies, no matter if large or small, are notorious for not empowering their employees with sales training but giving them sales quotas regularly, and that is what causes employees to aim for the volume. Still, with only a couple of high-quality conversations, you will probably book more high-value prospects than someone who chases sales volume.
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.