Friday, February 5, 2021

New to Copier Sales – Virtual Buyers



For all the content generated about virtual sales over the last year, it seems few are teaching companies how to make a purchasing decision in this new realm. 

 For decades, the “art” of selling has been taught to thousands of salespeople. Every company, from real estate, computer hardware, and software to luxury submersibles and automobiles incorporates some level of sales training. But other than learning spreadsheets and comparing pricing, few have put together a standard approach to purchasing in the virtual reality. 

Wednesday, January 6, 2021

New To Sales: Virtual Selling is The Queen’s Gambit



...For everything that is common between then and now, here are a few of the most profound differences between 2007 and today: 

Life is more online – The online life is ubiquitous. There is no longer “virtual selling”; it is simply selling. 

Physical cues are no longer viable – It is difficult to get a “read” from your prospect, and projecting confidence and professionalism require more than a suit and tie. 

Less formal – Work from home means kids and pets can interrupt your meeting and that is OK. In a strange way, virtual selling allows us to be more human. 

Ad hoc – You can move from the phone to a video demo or needs assessment in minutes. “Do you have...

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