How to efficiently sell remotely

HOWTO
EFFICIENTLY SELL
REMOTELY
Prima Ressource, 2020 -All rights reserved

Frederic Lucas
Sales Growth Expert
President &CEO at Prima Resource

ADVANTAGES OF INSIDE SALES
• Offers tools for greater productivity
• Improves internal collaboration
• Allows to manage a higher volume of opportunities
• Client preferred approach

STATISTICS
70% of clients do not want to meet salespeople in person.
Source: Sales Benchmark Index
The average sales quota for an inside salesperson is $923,000.
Source: PointClear
In the United States, 47.2% are inside sales professionals.
Source: Hubspot
Employers hire 66% more sales professionals for remote positions than the average for
other functions.
Source : https://www.smallbizgenius.net/by-the-numbers/remote-work-statistics/#gref

AGENDA
1. Conceptual elements for remote selling
2. Remote selling approach
3. Technology to support remote selling

CONCEPTUAL ELEMENTS
FOR REMOTE SELLING

DESIRE AND COMMITMENT

DIFFICULTY GETTING STARTED
• Lack of motivation
• Not a self-starter
• Call reluctance
• Discouragement
• Fear of failure
• Mental health (anxiety, priorities, etc.)
• Limiting beliefs

LIMITING BELIEFS
• I don't want to seem opportunistic
• I’ll catch them at a bad time
• It's not a priority
• They won't talk to me
• It's not a good timing
• Etc.

KEEPING A STRONG OUTLOOK
• Looking beyond the crisis
• Controlling your inner voice
• Learning to stress yourself formally
• Keeping a diary
• Creating new habits
• Watch out how you feed your mind!

STAYING MOTIVATED
• Make your goals visual
• Listen to music that motivates you
• Sports
• Celebrate small successes
• Focus on activities (you do not control results)
• Find an accountability buddy
• Remember:There are opportunities even when the markets are down!

FACING ADVERSITY
• What are your dreams?
• Define personal goals
• Establish a plan to reach them
• Get to work!

IMPACT OF THE SALES CYCLE
If you have a 6-month sales cycle,
when should opportunities enter the
pipeline?

REMOTE SELLING
APPROACH

MISTAKES TO AVOID
• Pushing benefits
• Creating "false" urgency
• Lacking empathy
• Putting pressure
• Accepting prospects put offs and justifications
• Limiting activities to your primary market
• Trying to sell

CORE PHILOSOPHY
• How can I help?
• What can I do to help?
• How can I add value?

BASIC APPROACH
• How are you?
• How can I help?

FOCUS ON PROBLEMS AND
CONSEQUENCES
Benefit Problem Impact Reaction
Fast delivery service
Hard time getting raw
material
I can’t meet demand Frustration
Lots of inventory
Slow start for
production
Hole in revenue Fear
…

SOCIAL SELLING
• Use Linkedin
• Comment on blogs
• Share content
• Create and promote simple tools
• Create and promote content

78% of salespeople use social media outsell their peers.
Source : https://blog.thebrevetgroup.com/21-mind-blowing-sales-stats
84% of executives use social media to make a purchasing decision.
31% of B2B salespeople say that social selling has allowed them to
develop a deeper relationship with their customers.
Source: https://spotio.com/blog/sales-statistics/
24% of salespeople master the social selling competency.
Source: Objective Management Group
STATISTICS
Prima Ressource, 2020 - All rights reserved

USE AN OPTIMAL SALES PROCESS
ON-DECK
CIRCLE
PROSPECT
SELLQUALIFY
CLOSE
SCORE
2nd BASE
3rd BASE
HOME
1st BASE

DON’T STEAL 2ND BASE
ON-DECK
CIRCLE
PROSPECT
SELL
SCORE
2nd BASE
3rd BASE
HOME
1st BASE
QUALIFY
CLOSE

Only 13% of clients believe that salespeople understand their needs.
Source : https://blog.thebrevetgroup.com/21-mind-blowing-sales-stats
15% of salespeople master consultative selling.
Source: Objective Management Group
STATISTICS
Prima Ressource, 2020 - All rights reserved

WHEN FACED WITH UNCERTAINTY
Be more "process driven" and less "result
driven".
Bruno Marion

TECHNOLOGY TO
SUPPORT REMOTE
SELLING

TECHNOLOGICAL ROADBLOCKS
• Choosing the wrong technology
• Not knowing how to use technology
• Limiting yourself when it comes to technology:
o It's not the same ...
o I prefer face-to-face meetings
• Lacking willingness or motivation
• Lacking patience

RECOMMENDED PLATFORMS

THE IMPORTANCE OF AUDIO

PLATFORM PRICES
5$USD / month / user -There is a free version available
Starting at 12$USD or 16$USD / month / user - BusinessVs. Enterprise
Starting at 14.99$USD / month / user
Free for less than 20 users - Skype for Business $2 USD / month / user

SET EXPECTATIONS
“Can you pick a time when you’ll be sitting in
front of your computer and you can turn on your
webcam?”

BEST PRACTICES BEFORE
• Send a reminder with the information to connect
• Make it easy
• Provide your direct phone number
• Be proactive
• Login 5 minutes before

BEST PRACTICES DURING
• Help your customer or prospect navigate
• Review the agenda, time and purpose of the meeting
• Stand up or on the edge of your chair
• Raise your energy level
• Use your "third eye"
• Turn on the webcam!

MAKE EYE CONTACT

NON-VERBAL COMMUNICATION
• SLOWER: Speak slower!
• Look straight into the webcam
• Avoid monologues
• Ask more questions
• Use short questions
• Take time for pauses

AT THE END OF THE MEETING
• Set a clear next step!
• Stay in control of your opportunity.

STRENGTHEN YOUR TACTICAL SKILLS

OTHER USEFUL TECHNOLOGIES

GOOD SELLING!
Stay healthy, take care of yourself and
your loved ones.

How to efficiently sell remotely

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