Remote Selling: How to Get Started Today

Remote sales have become an increasingly popular way to do business. The great thing about virtual selling is that it can be done by anyone with an internet connection, product, and a platform to sell on. Your starting point might be some simple social media marketing or a blog combined with an email newsletter list. You don't even need to have a huge audience: you should only know how to reach the people who are interested in what you sell. If you're thinking of starting a virtual selling business, there are some essential things you need to bear in mind. In this post, we'll cover the basics of remote selling: what it is, and how to start and successfully manage your remote sales team. Let's jump right in!

Remote Selling: How to Get Started Today

Introduction: what is remote selling?

Distance selling, where the seller and the buyer are far apart, has existed since the 1950s when the first American telesales firm opened. But it wasn't until recently that it started to become more popular. With advances in technology, there are more ways to sell remotely today than ever before. By the way, according to Statista, there were 2.14 billion digital buyers worldwide in 2021.

So what is remote selling today?

In the era of the internet and globalization, businesses have to go beyond their boundaries to reach new markets. This is where selling remotely comes in. It's the process of selling products or services to customers through electronic means such as the internet. This may include virtual sales made through online marketplaces, such as Amazon and eBay, or through company websites. It also includes telephone and television sales. Unlike traditional brick-and-mortar stores, remote sellers don't have a physical location where customers can come to purchase items. As a result, these sellers rely on the internet and other electronic communication channels, like sales video conferencing, to reach potential buyers.

As for the benefits for customers, virtual selling allows them to shop from the comfort of their own homes, which can be especially appealing during busy times like the holiday season.

Sales enablement and sales engagement

When discussing the remote sales process, it is impossible not to mention two very important terms - sales enablement and sales engagement.

For sales teams to be successful, they need the right tools and training. Sales enablement is the process of equipping your sales team with the necessary resources to boost their productivity and effectiveness. This includes providing them with information about the company, its products, and services, as well as targeted content that helps them close more deals.

Sales engagement is a subset of sales enablement that focuses on getting the right information in front of the right people at the right time. It involves active engagement with potential and current clients, developing relationships, reducing churn rates, and building a foundation for future sales. This process can be fostered through various means such as social media, marketing automation, lead management software, and CRM systems.

How companies set up remote offices to attract clients and retain talented employees

A lot has been said about the advantages of working remotely. From avoiding rush-hour traffic to spending more time with family, there are many reasons why people might prefer to do their jobs from home. But what about businesses? Can they too reap the benefits of having a remote workforce and, in particular, a sales team?

The answer is yes. In fact, there are not only benefits but also specific remote selling techniques that companies can follow to create and maintain a virtual office environment that is attractive for employees and enticing for customers.

7 useful remote selling skills you should master

1) In-depth preparation

In order to master the art of remote selling, preparation is the key. You need to do your homework before you reach out to any potential buyers. Know their needs and wishes inside out, understand their buyer personas, and work on creating a customer journey map.

2) More research

All remote sales professionals must be well-informed about their products and the industry in which they operate. Mastering research skills will help you stay ahead of the competition, keep up with industry trends and changes, and ultimately sell more products.

3) Adapting to remote working

Remote selling skills are becoming increasingly important for sales professionals. With more people working remotely, it’s essential to learn how to connect and build relationships with clients and customers without ever meeting them in person. Here are some simple tips:

  • Connect with others online in ways that mimic how you would connect in person. Use video calls, chat tools, and social media to get to know the people you're doing business with.
  • Make sure your equipment and software work fine. Choppy sound, low-quality video, or a poor Internet connection certainly won't help you close the deal.

4) Good questioning skills

Sales are all about building relationships. And to build rapport with customers, you need to be able to ask them the right questions. Questions that show genuine interest in their needs and desires. Questions that help uncover their challenges and frustrations. Actually, there are many useful questioning techniques for remote sales reps. By learning and using them, both sales leaders and sales reps can greatly boost their skills.

5) Ability to build better relationships

To make the most of remote selling, you need to put in extra effort to establish trust and rapport with your clients. Create a personal connection with them, get to know them as people, and understand their needs. Don't just try to sell to them: help them solve their problems.

Some essential tips that will certainly help:

  • Work on your empathy
  • Listen actively
  • Be kind and reserved
  • Build more personal sales conversations
  • Talk through a video call
  • Get feedback

6) Ability to avoid deal-killing mistakes

Anyone who's ever participated in, or even just watched, a negotiation knows there's always a potential for things to go wrong. When it comes to remote selling, avoiding these five deal-killing mistakes can make the process easier and more successful:

1) Not knowing your worth

2) Focusing too much on the price

3) Jumping to conclusions

4) Being inflexible

5) Procrastinating

Without making these mistakes, you'll be able to focus on what matters most: building strong relationships with your customers.

7) Training, training, and more training

Your team can be confident and successful in their remote sales efforts with the right training and preparation. Here are three tips to help them succeed:

1) Train your team on how to use the technology for their remote sales calls. This includes not only the basics like how to make a call but also how to use any specialized software or tools.

2) Know everything about your products and services. Not only their names but all the essential information that customers may ask about.

3) Practice sales skills. These skills are important for any customer-facing position, but they are crucial for remote sellers. That's because when you're not meeting a customer face-to-face, you have to rely on your communication skills to build trust, create relationships, and close deals. Fortunately, there are many ways to practice your sales skills and improve your technique: role-playing, self-recording, elevator pitch practice, and more. But the best strategy is the sales themselves.

Top 5 tips for running a successful remote sales team

If you’re an entrepreneur, you know that building a successful business takes hard work, dedication, and a lot of time. Another important ingredient? A great sales team. But what happens when you can’t find the right people to sell your product or service locally? You build a remote sales team, that’s what.

Running a remote team can be daunting, but with the right tools in place, it can be an incredibly successful strategy. Here are our top 5 tips for running a successful remote sales team.

1) Set clear targets

A Harvard study showed that 14% of the respondents who had goals were 10 times more successful than those without goals. That's why it's so important to define your company's goals. Without clearly defined objectives, it'll be difficult to measure your team's success. What are you trying to achieve with your sales efforts? More leads? Higher close rates? Increased market share?

Try to set the following types of goals:

  • Daily/weekly/monthly/quarterly/ annual
  • Individual/team
  • Churn-reduction
  • Success ranges
  • SMART (Specific, Measurable, Achievable, Relevant, Time-based)

2) Create one place for coaching

As a manager, one of your major roles is to coach your team. This includes not only tracking their results and numbers but also getting insights into the chats between your virtual sellers and prospects. Thus, you'll get another opportunity to help them improve. For that, you can start using any CRM platform.

3) Hold daily/weekly reviews

Apart from tracking your team's activity, you should regularly contact them to leave and receive feedback, and discuss recent and new projects, as well as future plans. Such virtual meetings, conference calls, and video chats help keep your team on track, motivated, and organized. They can also help identify potential issues early on and give everyone a chance to share their successes and failures. Just keep such meetings short and sweet. Especially if you organize them daily.

4) Keep your team connected

Sales teams have long been known for their boozy lunches and schmoozing after work. But what about when your sales squad is scattered across the country (or even the globe)? How do you keep them connected and motivated?

Communication is the key: to keep your team on track, make sure you have clear communication channels open at all times. Weekly check-ins, video meetings, and chat tools are a must. And remember to encourage collaboration. Give your team members the opportunity to work together on projects and tasks, even if they are not in the same location. This will help them get to know each other better and build better relationships.

5) Invest in powerful software for sales and communication

As you have already realized, you can't build a successful remote sales team without the right software.

Here's a checklist with all the necessary tools:

  • CRM, like Zendesk or Hubspot, to manage and organize customer data.
  • Video meeting app to set up video conferences, like Whoosh.
  • Sales video meeting platform, like Demodesk, if you want something created directly for sales.
  • App for quick video messages, like Loom.
  • Tool for scheduling, for example, Google Calendar.
  • Document tracking app, like PandaDoc, to track the documents you share.
  • Team communication app to help your team stay connected, like Slack.
  • Cloud service for sharing and collaboration, like Google Workspace.
  • Automation platform to integrate all your apps, like Zapier.

Automation platform to integrate all your apps, like Zapier. Conclusion: why you shouldn't think twice about trying Whoosh and its AI-powered features

Yes, it seems you have to invest in tons of various apps and platforms to finally start selling remotely. But what if there were an app that includes all the necessary features your team will ever need for successful sales? And what if it was powered by AI?

And we've got such a solution. Its name is Whoosh.

There's no question that artificial intelligence is transforming the way we work. From identifying key customer insights to streamlining sales processes, AI is making it easier than ever for businesses to get ahead. And now, thanks to Whoosh, you can add AI-powered remote sales capabilities to your business toolkit. With Whoosh, you can connect with potential customers and close sales deals with less effort. So why wait? Try Whoosh today and see how its AI-powered features can help you take your business to new heights.

Subscribe to our newsletter