Insights from the field of Selling
According to HubSpot, there are nearly 7,000,000 salespeople working in the United States. Over 53% of those were holding outside sales positions prior to the pandemic. These were people who signed up for those jobs because they didn't want to be chained to a desk and loved connecting with personally. Now we are all working from our home office (or kitchen table) and need to make visceral and kinesthetic connections with only a phone, computer screen and a Zoom link.
Add to that only 16% of the average outside sales person's time was actually spent face-to-face with prospects and clients. So what do we doing now? I come back to our value creation selling curriculum which states that you need to bring relevance and crisp value to prospects...fast. If you ever had to sell the concept of a meeting, now is the time. Use this formula and work it into your messaging: "If you spend 20 minutes with me online, you will leave the conversation better able to make a decision around _________ that can impact your business in this specific way ___________ ."
The good news? The Big 4 management consultancies produce a ton of great research and trend information on the top 10 verticals most salespeople are selling into. But remember, value is role and industry specific - calibrate your message accordingly. To sign up for our Executive Briefing on Building Relationships in the Era of Remote Selling click here.
Bill Walton Sales Training has over 60 years of collective Fortune 500 company experience in Sales, Sales Training and Field Sales Management. Our specialty is preparing individuals and organizations to present their value propositions in a way that results in higher close ratios. Our team are un-blurring the lines of differentiation between their client's fiercest competitors.