Selling Virtually™

All in all, Janek partners enjoy an industry-leading 1188% ROI across our entire portfolio of sales training programs based on training delivered in 2023. Selling Virtually is aimed at those sales professionals who need to improve their digital and remote selling experiences. Whether you’re hosting virtual events, running virtual sales meetings, or simply engaging with potential buyers, Selling Virtually will help you succeed in today’s remote selling environment.

All of Janek’s sales training programs are refreshed regularly based on quality market research and field-proven methodologies. Selling Virtually was revisited most recently in 2023.

Janek’s Virtual Selling program helps sales professionals and sales leaders increase the volume of virtual meetings, build trust and rapport with prospects, and communicate more effectively during the virtual sales process. By following the virtual best practices that Janek imparts during the Selling Virtually program, your sales team will perform better in today’s virtual world.

The Selling Virtually Readiness Diagnostic is a framework of virtual selling best practices that gauges your ability to sell virtually. We will also provide your team with the tools they need to self-assess their remote selling capabilities and identify areas for improvement. At Janek, we have built a consistent set of virtual selling best practices that are proven to build trust and increase your virtual presence.

Achieving virtual selling success requires a different approach than traditional face-to-face sales. Mastering these fundamentals can help salespeople attain favorable outcomes.

• Develop a Process
  As with traditional face-to-face sales, success when selling virtually requires creating an effective process and adhering to it closely. While the steps may vary slightly, this methodology should include prospecting, qualifying, presenting and closing. Determine which communication type is most appropriate for each process step.
• Create a Virtual Selling Space
  Utilize technology to create an inexpensive but effective virtual selling studio to make a favorable impression on prospects. Consider setting up a background wall featuring your company’s logo or brand. Position a high-quality external camera to provide a wide field of view, and make sure the lighting is appropriate for the setting. Use a boom microphone to ensure a clear audio presentation.
• Eliminate Background Noise
  Extraneous noise can distract the customer or prospect, making it more difficult to establish a connection and convey your message. A boom-style mic, such as those used by many podcasters, is an effective tool for screening unwanted sounds. Software that removes background noise and echoes is also available.
• Engage the Prospect
  Keeping the listener engaged can be more challenging in virtual selling than during in-person sales presentations because there is less human contact. As a salesperson, you can hold the prospect’s attention by employing tactics like using visual aids and initiating interactive discussions. If you’re selling to multiple prospects, consider holding a Q&A session to respond to chat inquiries submitted during the presentation.
• Incorporate Storytelling
  Storytelling is an effective method in all types of sales processes, including virtual selling. While the primary approach should be educational, telling a story makes the information more personal and helps establish a genuine connection. It also enables prospects to identify with your product or service and “feel” their benefits.
• Practice Active Listening
  Your virtual sales process should be a two-way street, with opportunities for the prospect to participate. Include frequent pauses in your presentation to allow for listener questions and feedback. Observe nonverbal cues to gauge the listener’s attention and interest.
• Follow Up
  After completing your presentation, send a written summary of the main points to the listener and include the next steps in the process. This step ensures everyone is on the same page and helps prevent miscommunications that could derail the sale.