Climb Your Way to Virtual Selling Success

CLIMB SELLING SUC0ess YOUR WAY O VIRTUAL Close the Gap Between What Buyers Want and How You Sell The RAIN Group Center for Sales Research surveyed 528 sellers and buyers on their virtual buying and selling experiences. We uncovered significant gaps between what influences buyer purchase decisions and seller effectiveness. If you want to succeed in virtual selling, you must close these gaps. WAYS TO NARROW THE GAP Educate buyers with Insight Selling, the process of creating and winning sales opportunities and driving change with ideas that matter. Click here to learn more about the two types: 1. Interaction Insight EDUCATING ME WITH NEW IDEAS AND PERSPECTIVES 64% Influence on Buyer's Purchase Decision Seller Effectiveness 2. Opportunity Insight 20 POINT GAP 44% Click here to learn more about the 3 rules to develop a winning value proposition: 1. Resonate COMMUNICATING THEIR VALUE 2. Differentiate Influence on Buyer's Purchase Decision Seller Effectiveness 60% 3. Substantiate 36% 24 POINT GAP Solve buyer problems by: » Inspiring buyers with new possibilities » Redefining buyer needs • Maximizing the value of what you offer SHOWING ME WHAT'S POSSIBLE OR HOW TO SOLVE A PROBLEM Influence on Buyer's Purchase Decision Seller Effectiveness 68% 34% 34 POINT GAP Click here to learn more. The best way to show the buyer you're listening is to: » Restate what the buyer has said • Make eye contact, nod, and give verbal cues LISTENING TO ME » Send a summary email Influence on Buyer's Purchase Decision 26% Seller Effectiveness 68% 42 POINT GAP • Stop talking so much To conduct a thorough needs discovery, download 50 Powerful Sales Questions and: » Use a needs discovery checklist LEADING A THOROUGH DISCOVERY OF MY NEEDS » Ask questions before and after a meeting 71% Influence on Buyer's Purchase Decision 26% Seller Effectiveness » When talking on video, write in real time on the screen 45 POINT GAP Click here to learn more about how to communicate a strong ROI case, including how to: » Calculate the business impact MAKING THE ROI CASE CLEAR » Communicate the emotional impact Influence on Buyer's Purchase Decision 16% Seller Effectiveness • Demonstrate the impact compared to the alternative » Ask what won't happen 66% 50 POINT GAP Source: Virtual Selling Skills and Challenges, RAIN Group, 2020 Take the "New Norm" by Storm with Our #1 Best Seller FROM THE BESTSELIING AUTHORS of RAINMAKING CONVERSATIONS & INSIGHT SELL NE VIRTUAL SELLIN Upskill your team with a complete virtual selling curriculum covering all stages of the sales process and sales management. Learn more about our Virtual Selling Essentials program. >> RAIN Group Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely will take you step-by-step through everything you need to do from mastering the medium to sharpening your virtual selling skills. You'll discover how to overcome virtual selling challenges and reach your sales goals without face-to-face meetings. HOW TO BUILD RELATIONSHI VIRTUAL SELLING DIFFERENTIATE. AND WIN SALES REMOTEL HIW TE BLILE IELATIONSHIPS. DERENTIATE AND WIN SALIS TENOTTLV Boston - Bogotá - Geneva - Johannesburg London - Mumbai - Seoul - Sydney - Toronto Buy your coру now. >> MI HU ave SIAL. SINGE www.raingroup.com [email protected] MIKE SCHULTZ. DAVE 5HABY, ANDY 5P