When sales in your industry continue to grow but your team’s sales are flat or declining, one of the problems could lie in the way your sales people are connecting with their clients and prospects. Buyers say that the experience they have with a sales person plays a big role in their decision to work with that sales person and his/her company. A virtual sales call is wrought with many dangers that could lead to frustration, exasperation and ennui on the part of the buyer, making their experience a negative one. Especially important is the efficient use of technology to smoothly move through the buyer’s journey, keeping the buyer engaged and focused on your message and not on the technology.
Buyers in the future will continue to want to work virtually and if you’re not doing it or are clumsy doing it, your sales will fall off.
