This document discusses strategies for selling remotely, including from home. It recommends setting up a dedicated home office space and establishing clear work-life boundaries. Research findings show productivity and employee retention can increase when working remotely. The document also provides tips for using communication tools like Zoom and Teams effectively, such as having a tidy background and making eye contact with the camera. Overall, it focuses on adapting sales processes for virtual and remote work environments.

1. Power Series
Selling Face to Face
Online or on the road
by Richard Mulvey

2. A Stanford University survey over two
years found productivity levels
increasing by between 13% and 21%
when working from home
Employee attrition decreased by 50%
Where are we going?

3. The New Normal
In a survey of 317 CFOs from
Fortune 500 companies 74%
said that they will move
previously on-site sales teams
to permanent remote positions.

4. Are you working from
your virtual home office?

5. Set aside a separate, dedicated workspace
Establish a routine
Enclothed Cognition
Create a personal work/life balance
Selling from Home

6. Set aside a separate, dedicated workspace
Spare Bedroom, Dining Room, Convert the
garage, Wendy house.
Selling from Home

7. Additional
Screen
Window
Printer
Good
Internet
Head
Phones
Comfortable Chair
Good Lighting
Additional
Webcam
Additional
Keyboard
Tidy
Background
or Green Screen

8. Establish a routine
Clear boundaries Children - Family
Plan your working hours
Make a to-do list
Prioritise
Stick to the plan
Selling from Home

9. Create a personal work/life balance
Take a break
Make Weekends Sacred
Exercise
Allocate time for personal development
Manage Stress Carefully
Selling from Home

10. When we get back to the office

11. Much bigger market than you had before and
much quicker tools to access that market.
Three challenges
Office organisation lags behind technology
Customer reluctance to the technology
Staff reluctance to change
Selling online

12. Enclothed Cognition
Selling Online

13. Working from Home

14. 2002

15. Selling from Home

16. Using email to get an appointment
Personalise
Be polite
Short and to the point
Respectful of your prospect’s time
Clearly explain how you’ll solve your
prospect’s problem
Tell them exactly what they need to do next

17. Using email to get an appointment
Dear Fred
I see from your website that you have recently expanded your
operation. I expect that this has caused a few headaches as
far as staffing is concerned.
I shall be brief. We at (HR company name) are in a position to
help you with temporary and permanent staff without any
obligation. If you would like to know more please click here to
choose a time that will work for you, to have a zoom
conversation.
If you would like to know more about us and see what our
other customers think about our service click here
Thank you for your time

18. Making the Best use of Zoom and Teams
Have a tidy background or green screen background
at home
Make sure the lighting is good
Cable connection to a fibre router
Use a separate webcam at eye level
Look at the camera when speaking
Use a co-host for bigger meetings
Learn the systems - Practice - Role Play

19. Taking control Online
Make sure you are the host
Distribute the agenda in advance
Practice sharing slides, mute participants etc.
Use positive body language
Start on time and finish a little early
Start with a powerful statement or question
Don’t let the meeting just fade away

20. You’ve only got 4 Minutes
Know what you want to be
Look what you want to be
Act what you want to be
Take Control
Create the right impression

21. The Customer
Your Company
Yourself
You’ve only got 4 Minutes

22. The Eyes

23. Memory Recall
The Eyes
Creative thinking

24. The Eyes

25. Features / Needs / Benefits
Feature
Need
Benefit
Something that defines your
product or service, and your
company
A customer requirement
A feature that satisfies a need
Customers can have both
Positive and Negative Needs

26. Open and Closed Questions
Open
Closed
Who, What, Where,
When, Why, How
Do, Does, Did, Are, Has,
Have, Is, Could , Can, Would,
Will ... etc.

27. The Sales Conversation
Open Question
Need
Closed Question
Confirm the need
Support
Benefit
Agreement

28. Three Types of Need
Presumed
Actual
Unknown
What the customer
thinks he needs
What the customer
really needs
What the customer was
totally unaware of

29. Beyond Simple Needs
Needs
Wants
Desires
I need a car to get
me to work
I want a practical car
I desire a BMW

30. Emotionally
How are Buying Decisions Made?

32. What are the three most
important things we have
learnt today?

33. Slides
https://www.slideshare.net/RichardM1/the-power-series-selling-face-to-face-2020

34. The Next
Generation
Silent Generation (1925 and 1946) 75+
Baby Boomers (1946 and 1964) 57+
Generation X (1965 and 1980) 41+
Generation Y or Millennials (1981 - 1994) 27+
Generation Z (1995 - 2015) 5+

35. Power Series
Selling Face to Face
Online or on the road
by Richard Mulvey

36. as you may be aware, The Power Series has
recently developed a new idea to (?feature?)
“The reason for the call today John,
for people in positions like yourselfand I would
be happy to give you the opportunity of seeing
it.
a and I wondered, would
you be available for about seven minutes
for an online meeting?”
Online Appointment Call
I am calling today to say I will be having a
series of meetings on Zoom and Teams
tomorrow afternoon