Virtual selling 2020

1. Virtual Selling
by Richard Mulvey

2. What do you want to
achieve today?

3. Virtual Selling
Where are we going?
Working from home, the new skillset
Working with the new communication platforms
Preparing and presenting your proposals online
Finding new sales opportunities online
Sales dialogue to maximise closed sales online
Signing the deal online

4. Where are we going?
Learning a new language
Furlough
Shielding
Super-Spreaders
Contact tracing
New-Normal
“Covexit”
Covid-19
Coronavirus
Pandemic
Lockdown
Unprecedented
“Covidiot”

5. 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?

6. Employees are less stressed than having to
travelling to work - Road rage turns to office rage
Greater independence of remote or flexible work
helped employees to develop different skills:
Self-management, self-motivation, self-discipline,
focus, concentration, communication, and the use
of technology.
Where are we going?

7. 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.

8. Are we ready to take
advantage of the
new normal?
The New Normal

9. 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
The New Normal

10. 1. Set aside a separate, dedicated workspace
2. Establish a routine
3. Enclothed Cognition
4. Create a personal work/life balance
Working from Home

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

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

13. When we get back to the office

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

15. Enclothed Cognition
Always dress for work in the mornings
as if you are going to be face to face with
the clients
Working from Home

16. Working from Home

17. Create a personal work/life balance
1. Take a break
2. Make Weekends Sacred
3. Exercise when you are allowed to
4. Allocate time for personal development
5. Manage Stress Carefully
Working from Home

18. Using the Right Technology
The best laptop you can get
Ultrafast fiber connection
Phone 100% compatible
A good cloud based CRM system
The right Security System
WhatsApp for group chat
Zoom - Google Meet - Microsoft teams
LinkedIn - Social Media

19. Breakout - Discuss the following:
Are you ready for Virtual Selling?
Do you have a dedicated workspace?
Do you have the right technology?

20. 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
Record a call as a video
Use a co-host for bigger meetings
Learn the systems - Practice - Role Play

21. Solution Selling
Forming Relationships
Diagnosing customer needs
Crafting a potential solution
Establishing value
Negotiating to Win-Win
Following up to ensure
customer satisfaction
The Farmer

22. The Future of Selling
September 4th 1998

23. Where do you find new
customers?
Prospecting

24. Prospecting
Cold Calling
Advertising
Referrals
Walk Ins / Phone Ins
Networking

25. Every Day is Prospecting Day
Feed the Pipeline

26. The Online Sales Pipeline
Research
Online
Face 2 Face
Online
Gather
Info
Present
Proposal
Online
Negotiation
Online
Close
Online

27. 7 ways to feed the Pipeline
1. Ask for referrals
2. Online Networking
3. Re-contact old customers online
4. Partner with other businesses
5. Promote your expertise
6. Speak at event gatherings
7. The law of Reciprocity
Don’t get complacent

28. New Prospecting
Hot Calling
Branding Yourself the Expert
Targeted Referrals
Click Ins
Social Networking

29. Decision maker’s name
His or her secretary’s name
Receptionist’s name
Who is their current supplier?
How much do they purchase?
How big is the company?
Who owns the company?
Do they have a sister company you supply
Are you supplying the company next door?
What are the major trends in their industry?
What might be keeping the CEO awake at night?
Hot Calling - What do we need to know?

30. Referrals
Always ask the question
Use the Five Card Trick
Bring Referrals to your
Customers
Trade them
Reward them
Set a weekly goal for referrals

31. What are we going to do
differently to fill the
pipeline?

32. The Buyer’s Journey
Deloitte. B2B Research
67% of the buyer’s journey takes place on
Digital Channels
75% of buyers say they use more new
sources to research and evaluate purchases

33. Problem / Need
Google
Engage
Purchase
Deliver
Problem
Solved
Evaluate
The New Buyer’s Journey

34. New Prospecting
Research - Research - Research
Becoming a Colleague
Working with the Clients Solutions
Regular long Distance Contact
Becoming part of their Team
Becoming Part of their Profitability
The Future of Selling

35. “Good Morning Sir, Please sit and wait for Mr Smith”
“Good Morning Sir, are you here for Mr Smith?”
“Morning John, Mr Smith said go right through.”
“Hi John, You know where to go.”
“Hi John, How was your weekend?”
The Reception Test
Becoming part of their Team

36. Quotations / Proposals
Specifications
Price
Delivery
Terms and Conditions
Price only holds good for 30 Days
Quotations

37. The Customer’s Objectives
Your Recommendations
Summary of Additional Benefits
Financial Implications
Your Additional Information
Proposals
Quotations / Proposals

38. Further to our recent meeting, I understand your
objectives are as follows:
Objective 1 - Objective 2 - Objective 3
Many of the companies we have been speaking to
recently have exactly the same sort of problems,that’s
why (your Company) have recently launched a new
programme that will …(Benefit 1) and also …(Benefit 2).
Draft Proposal
And the final result will be… (ultimate solution)
In addition to the above, we will also be able to improve
your ...(Benefit 3) and also maximise your ...(Benefit 4)

39. Your investment for the implementation of the above
proposals is as follows:...(Investment 1)...(Investment 2)
Once the implementation is complete however, the return
on your investment will be as follows:
Increased efficiency Rxxx
Reduced Costs Rxxx
Improved Profitability Rxxx
Maximised Safety protocols showing a saving of Rxxx
With a total positive impact on your bottom line of Rxxx
Draft Proposal

40. How can we improve our
proposals?

41. What to do on a virtual sales call
“Let me tell you how we can spend our time with this call so you can
get the most out of it. I will start with asking a few questions, so
that I fully understand the solution you are looking for. Then we will
talk about how we can tailor a solution that really focuses on your
objectives.
Okay, can I start by asking you a few questions?”
Sales Call agenda
Let me tell you how we can spend
our time with this call so you can
get the most out of it I will start with
asking a few questions, Then we
will talk about how we can Taylor a
solution that really focusses on your
objectives. Okay, can I start by
asking you a few questions.
Start by outlining the process

42. The Close
• Look for Buying Signals
• Summarize The Benefits
• Ask for the Business
SHUT UP!

43. • Not Asking for the Business
• Closing Too Early
• Talking Too Much
• Not using an online signing system
Common Mistakes
The Close

44. How can we use what we
have learnt today to close
more sales?

45. The Virtual Brighter Side
Much bigger market
More time to focus on the detail
Time saving on your commute
You can achieve more in less time
You can spend quality time with your children
Improved quality of life
Companies also save up to 21% of the labour
costs with half the attrition

46. What to do now
Download these slides to use as notes
Organise your office space
Organise your time
Have a conversation with your family
Contact all your customers
Get your linkedIn up to date
Get your CRM system up to date
Start growing your customer base
Start conversations with new prospects
on LinkedIn

47. Any
Questions

48. Virtual Selling
by Richard Mulvey

49. CRM Systems
82% of top salespeople cite CRM
tools as “critical” to their ability to
close deals but which CRM System?

50. Must have in your CRM system
1. In the cloud
2. Lead Management
3. Flexible Profiles
4. Email and Marketing
5. Links to the Accounting Package
6. Third Party Integration
7. Sales Forecasting
8. Reporting and Analytics

51. 7 CRM systems that work
1. SalesForce ($25 - $300) - per user per month
2. Hubspot CRM ($0 - $113)
3. Zoho CRM ($12 - $35)
4. Pipedrive CRM ($13 - $99)
5. Less Annoying CRM ($10)
6. Bitrix24 CRM ($0 - $99)
7. Apptivo CRM ($0 - $20)

52. 7 steps to introduce a new CRM System
1. Ensure management and sales team buy-in
2. Appoint a knowledgeable project manager
3. Invest time in detailed training
4. Define a set of rules that we all live by
5. Clean and Import existing information
6. Launch with a fanfare
7. Make CRM system part of the reporting
structure

53. 7 steps to run the CRM System
1. Keep data up to date
2. Synchronise your email with your CRM
3. Input all phone calls
4. Input all information gathered
5. Input information on the fly
6. Look before you meet
7. Use CRM to manage your pipeline