The 5 most common virtual selling mistakes to avoid

The ability to close a sale is an art which requires patience, skill, communication and knowledge.  It’s no secret that covid-19 has changed the game of marketing as we know it and has given it a completely different twist. A business transaction is no longer closed with wining and dining; rather it’s the laptop placed in front and a high-speed internet plan which play deal-maker or deal-breaker.

The science behind closing a deal and converting a new client remains much the same- product presentation is important and good communication skills are very important. However, virtual selling also requires much more preparation as compared to an in-person meeting. Here are the 5 most common virtual selling mistakes you should avoid, in order to close a successful business deal:

1.     Dressing Informally:

Working From Home is the new norm and there’s a whole line of clothing that is dedicated to fashion that is both home-comfy and work-ready. A virtual meeting is a formal one and depending upon the agenda, being dressed appropriately is important.

Solution- When you are dressed formally, it sets the tone for a professional meeting and gives you more confidence to seal the deal too.

2.     Keeping One’s Video Switched Off:

The internet can play up when one least expects it and it is important to check your connection before the online meeting begins. Even if the client chooses to keep his video switched off, it’s important that you don’t do the same.

Solution- Keeping your video switched on demonstrates your professionalism and helps to build a relationship with a prospective client.

3.     Having A One-Way Conversation:

Body language speaks louder than words and it is much easier to read people when they are seated in front of you. Understanding the same subtle cues when a person is seated behind a laptop screen is much harder. Many sales-people make the mistake of talking endlessly without listening to what the client has to say.

Solution- Allow others who are participating in the conversation to put forward their views too. Avoid interrupting other speakers.

4.     Leaving Alerts/Notifications On Your Cell phone Switched On:

We are so used to hearing our devices buzz, ting and chime all day that we often don’t give it a second thought. However, there’s nothing more irritating than hearing a cell phone vibrate continuously just when you’re in the middle of your pitch. It’s a distraction for everyone.

Solution- Keeping your cell phone switched off or on silent mode allows you to focus on your sales pitch more effectively.

5.     Hosting A Meeting Without An Agenda:

Studies show that the attention span of a person who is attending a virtual meeting is quite low, as it is difficult to stay focused on a virtual discussion for a long period of time. A meeting without a clearly set agenda and prior preparation is likely to be an unsuccessful one.

Solution- Draft a meeting agenda at least one day prior to the meeting and email that to the client’s team. By planning ahead, the two-way discussions will be more fruitful.

It’s important to remember that even if anything does go wrong in the middle of a virtual meeting, the right communication with the client can sort out any concerns easily. Virtual selling is here to stay in one form or the other.