Virtual Selling | Jeb Blount

Summary of: Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast (Jeb Blount)
By: Jeb Blount

Introduction

Welcome to the world of virtual selling, an essential skillset in the age of remote communication and social distancing. In this summary of ‘Virtual Selling’ by Jeb Blount, you will discover the importance of adapting to omnichannel virtual selling to stay competitive and relevant. The book covers the basics of virtual selling, the various channels to explore, and notable examples of virtual selling success stories. You will also learn about the importance of building emotional connections with your customers, overcoming fears of virtual communications, and managing your personal brand to maximize results.

Embrace Virtual Selling

The Covid-19 pandemic has taken a toll on salespeople, and face-to-face selling is no longer practical. With the rise of social distancing, buyer needs have changed, and sales reps must adapt to survive. Those who fail to embrace virtual selling may become obsolete—a brutal and absolute fact. While virtual selling is not new, it has taken on a new prominence in these challenging times. It is a necessary step for salespeople to stay relevant and continue to serve their customers. From smoke signals to instant messaging, distant communication has been around for centuries, and sales reps must evolve or risk being replaced by robots.

The Art of Virtual Sales

In a world dominated by virtual communications, many sales professionals believe there’s no substitute for face-to-face selling. However, solely relying on closed-ended questions during virtual sales calls creates poor emotional experiences, leading to shortcuts that seldom yield results. Unlike in-person sales meetings, virtual calls do not offer visible cues like body language or facial expressions to help understand where buyers stand in the sales process. Salespeople must identify their next steps without these implicit messages to decode. Therefore, mastering virtual selling requires a different set of skills and approaches that go beyond traditional selling techniques.

The Virtual Selling Secret

A commercial truck reselling firm successfully closes tens of thousands of used-truck deals each year by primarily operating on a remote basis. Customers receive photos instead of test drives and prefer the convenience of virtual sales. The virtual selling model enables the company to keep their costs low while offering better deals to customers, resulting in repeat virtual clients. The firm’s salespeople are experts at selling used trucks virtually, even those still on the road, making them “invisible trucks.” This approach has resulted in over 90% of the company’s used trucks sold virtually and over 25,000 used trucks sold in one year, highlighting the secret to their success.

Mastering Sales Fundamentals

Successful virtual companies prioritize human-to-human connections and follow established sales principles. Smart salespeople prioritize customer needs and continuously improve their selling techniques.

The Reality of Virtual Selling

Virtual selling may be new, but it is a crucial aspect of sales that salespeople must embrace. While some reps fear that prospects won’t respond to virtual selling, it’s often salespeople who struggle with this new approach. Emotions play a significant role in the outcome of sales deals, regardless of the sales cycle’s complexity or the product’s nature. While face-to-face sales are often preferred, it’s possible to persuade wary clients to accept virtual contact.

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