Ok, Let’s Apply All This To The Virtual SaaS Selling Environment.
Of course, before we start, let’s acknowledge there's no one-size-fits-all approach. What works for one company might not work for another, and what works in a traditional, face-to-face sales environment won’t always work when selling remotely.
However, using the best practices above and the remote selling rules below can be especially helpful when making your foray into the remote world.
1. Avoid Doing What Everyone Does Because It Isn’t Working
Your sales process has to be unique. Don't just do what everyone else is doing: contact, stale demo, hope for a follow-up call…
Take the time to develop a customized sales process that meets the needs of both you and your customers.
Remote sellers face an uphill battle when it comes to building rapport with customers, so by having a custom and memorable sales process, you’ll be able to better connect with customers and close more deals. And that's what it's all about.
2. Make The Experience Interactive
Interactive experiences are key. Your clients want to find a solution that fits them specifically. Cookie cutter solutions just don’t fly anymore.
By giving customers the ability to curate their own experience, you are letting them have a hand on the steering wheel. In addition, interactive experiences are simply more fun and engaging than traditional ones.
So next time you're thinking about how to improve your remote sales experience, let your customer participate, at least at the start. It's sure to keep them happy, engaged, and interested.
3. Make Your Offering Easy To Understand
Complex offerings are difficult to understand, even when presented in person.
Clarity is key. If the customer does not understand the value of your offering, they are likely to move on.
Keep it simple and make sure the customer knows exactly what they are getting, and how they will receive and integrate the software into their company.
4. Understand What Your Customer Wants
Don’t waste your time selling the wrong pill to the wrong pain.
Salespeople focus on the final step- closing the deal- without adequately addressing the needs of the customer. As a result, the deal falls through, and the customer is left feeling frustrated and angry.
By taking the time to build relationships and uncover needs, you can create a truly customized sales process that meets the unique needs of your customers.
In today's world of remote selling, this is more important than ever. With so many competing products and services available, it's essential to stand out from the crowd by offering a personalized experience.
By taking the time to understand your customers' needs, you can create a sales process that will make them feel valued and appreciated- and more likely to do business with you.
5. Your Proposal Should Not Look Like A Bill
If you're looking to make an impact with your proposal, you'll need to ditch the standard bill format.
A boring, one-size-fits-all approach simply won't cut it if you want your proposal to be memorable and custom-tailored to your client. Instead, focus on creating a unique and visually appealing document that will grab attention and make a lasting impression.
With a little creativity, you can craft a proposal that's sure to get the green light.