15.4 Virtual Selling Techniques and Platforms

Virtual selling has revolutionized how salespeople connect with customers. From video conferencing to digital whiteboards, these tools enable face-to-face interactions and collaborative problem-solving, regardless of location. They're essential for building relationships and showcasing products in remote environments.

Virtual demonstrations, webinars, and even virtual reality are changing how products are presented. These technologies offer immersive experiences that engage customers and highlight key features. Virtual trade shows and digital signatures further streamline the sales process, making it easier to close deals and stay connected with clients.

Virtual Meeting Tools

Video Conferencing and Screen Sharing

Top images from around the web for Video Conferencing and Screen Sharing

• 

  Meeting for the first time after 26 years of open source collaboration | Opensource.com View original

  Is this image relevant?

• 

  Communication Tools | Business Communication Skills for Managers View original

  Is this image relevant?

• 

  Instant Messaging and Video Conference Applications | Computer Applications for Managers View original

  Is this image relevant?

• 

  Meeting for the first time after 26 years of open source collaboration | Opensource.com View original

  Is this image relevant?

• 

  Communication Tools | Business Communication Skills for Managers View original

  Is this image relevant?

1 of 3

Top images from around the web for Video Conferencing and Screen Sharing

• 

  Meeting for the first time after 26 years of open source collaboration | Opensource.com View original

  Is this image relevant?

• 

  Communication Tools | Business Communication Skills for Managers View original

  Is this image relevant?

• 

  Instant Messaging and Video Conference Applications | Computer Applications for Managers View original

  Is this image relevant?

• 

  Meeting for the first time after 26 years of open source collaboration | Opensource.com View original

  Is this image relevant?

• 

  Communication Tools | Business Communication Skills for Managers View original

  Is this image relevant?

1 of 3

• Video conferencing enables real-time, face-to-face communication between salespeople and customers, regardless of their physical location
  • Allows for more personal interactions and relationship building compared to phone calls or emails (Zoom, Skype)
• Screen sharing features within video conferencing tools allow salespeople to present slides, documents, or product demonstrations directly to customers
  • Enhances collaboration and enables customers to follow along with the salesperson's presentation (GoToMeeting)
• Video conferencing and screen sharing tools have become essential for conducting virtual sales meetings, especially in remote selling environments

Digital Whiteboards and Remote Collaboration

• Digital whiteboards provide a virtual space for salespeople and customers to brainstorm, sketch ideas, and collaborate in real-time
  • Enables interactive discussions and problem-solving sessions (Miro, Mural)
• Remote collaboration tools facilitate seamless teamwork between salespeople, even when working from different locations
  • Allows for file sharing, task management, and communication within a centralized platform (Slack, Microsoft Teams)
• Digital whiteboards and remote collaboration tools enhance the effectiveness of virtual sales meetings by promoting engagement and fostering a sense of shared understanding

Virtual Sales Presentations

Virtual Demonstrations and Webinars

• Virtual demonstrations allow salespeople to showcase products or services to customers through live or recorded video presentations
  • Provides an immersive experience that highlights key features and benefits (product walk-throughs, software demos)
• Webinars are online seminars that enable salespeople to deliver educational content, industry insights, or product information to a larger audience
  • Helps establish thought leadership, generate leads, and nurture prospects (industry trends, best practices)
• Virtual demonstrations and webinars offer a cost-effective and scalable way to engage with customers and showcase offerings in a virtual setting

Virtual Reality in Sales

• Virtual reality (VR) technology creates immersive, computer-generated environments that simulate real-life experiences
  • Allows customers to explore products or services in a highly interactive and engaging manner (virtual showrooms, 3D product models)
• VR can be used to provide virtual tours, product demonstrations, or training sessions, enhancing the customer's understanding and perception of the offering
  • Helps overcome the limitations of physical distance and enables customers to experience products or services firsthand (virtual real estate tours, virtual test drives)
• The use of VR in sales presentations offers a unique and memorable experience that can differentiate a company from competitors and accelerate the sales process

Virtual Sales Events

Virtual Trade Shows and Conferences

• Virtual trade shows and conferences are online events that bring together buyers, sellers, and industry professionals in a virtual environment
  • Provides opportunities for networking, lead generation, and showcasing products or services (virtual booths, live chat)
• These events often feature keynote speeches, panel discussions, and breakout sessions, allowing attendees to learn about industry trends and best practices
  • Enables salespeople to stay up-to-date with market developments and connect with potential customers (webinars, Q&A sessions)
• Virtual trade shows and conferences offer a cost-effective and convenient alternative to traditional in-person events, expanding the reach and accessibility of sales efforts

Digital Signatures and Contracts

• Digital signatures are electronic signatures that are legally binding and secure, allowing for the remote signing of contracts and agreements
  • Streamlines the sales process by eliminating the need for physical paperwork and enabling faster closing of deals (DocuSign, Adobe Sign)
• Digital signature platforms often include features such as document tracking, automated reminders, and secure storage, ensuring a smooth and efficient contract management process
  • Helps maintain a clear audit trail and reduces the risk of errors or lost documents (version control, access permissions)
• The use of digital signatures in virtual sales events facilitates the seamless execution of contracts and agreements, enabling faster and more convenient transactions