In Q2 2020, the RAIN Group Center for Sales Research surveyed 538 sellers and buyers on their virtual buying and selling experiences. That research revealed the top challenges sellers face as they transition to selling virtually.

1. How to Tackle the Top 8
Virtual Selling Challenges

2. © RAIN Group. All rights reserved.
The RAIN Group Center for Sales Research has kept its finger on the
pulse of what’s happening in the world of sales as we transition to
virtual selling.
Since beginning our research in Q2 2020, we’ve surveyed 528 sellers
and buyers on their virtual buying and selling experiences.
Analysis has uncovered the top challenges of virtual selling, many of
which buyers themselves have said are a deciding factor for purchase
decisions.
On the following slides, we share the top challenges sellers face as they
transition to virtual selling and how to tackle them.

3. Challenge
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4. Follow the 30 + 3 rule: Capture buyer attention in the first 30 seconds of
the meeting and do something to recapture attention every 3 minutes.
Use video: Always use video and invite the buyer to do the same in
advance.
Use multi-media: Show a video, use graphics, do a live demo, and limit
slide presentations to keep buyers engaged.
Watch body language: If the buyer looks checked out, check in with them.
For more tips, download Your Virtual Selling Checklist here.
Solution: Capture Buyer Attention & Maintain Engagement
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5. Challenge
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6. Learn more in this video.
Insight Selling Defined: The process of creating and winning sales
opportunities and driving change with ideas that matter.
There are two types of insight:
Interaction Insight
Pushing back when buyers should
be thinking differently.
Opportunity Insight
Educating buyers with new ideas
and perspectives.
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Solution: Apply Insight Selling

7. Challenge
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Developing
relationships with
buyers virtually
Connecting with
buyers and building
rapport
87%88%

8. Learn about these 4 Principles of Rapport in this video.
Empathy is the ability to understand and share the feelings others. Ask questions to get
buyers talking about themselves and then demonstrate your curiosity and good listening.
Authenticity. People like people who are genuine. Don’t fake rapport or try to force it.
Be yourself.
Similarity. Find interests and backgrounds (e.g., sports, hobbies, books, shows, movies,
education, hometown, careers, pets) to create common ground.
Shared Experience. This doesn’t stop if you’re unable to go out for coffee, lunch, or
golf. Think more broadly. Work with your buyer in the sales process to define a
problem, craft a solution, or devise a strategy. You want to give them the sense you’re
working toward a common goal and on the same team.
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Solution: Develop Rapport with EASE

9. Challenge
of sellers are
challenged by
overcoming
objections and
dealing with
resistance
87%
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10. Learn more about these 4 steps here.
1. Listen fully to the objection: Don’t react defensively. Take a deep breath and
actively listen.
2. Understand the objection: Ask permission to explore the issue and restate the
objection as you understand it. Then ask, “What else?” and “Why?” questions for
clarification (e.g., What else is bothering you? What else does that affect? What else
is on your mind?).
3. Respond: Try your best to respond immediately, addressing the most important
objection first. Be concise and choose your words carefully. Avoid being defensive.
4. Confirm the objection is satisfied: Explicitly ask if the buyer is happy with your
solution and explain further if necessary.
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Solution: Use the 4 Steps to Overcome Sales Objections

11. Challenge
of sellers have difficulty collaborating and
interacting with buyers virtually82%
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12. Native Virtual Tools
Tools like Miro, Stormboard,
MURAL, Limnu take a few minutes
to get going and an hour of
exploring to become proficient.
Embedded Tools in Virtual Meeting
Software
This feature is included in most
popular platforms (Zoom, Webex,
Skype for Business, Microsoft Teams).
Annotate
Most virtual meeting tools allow you
and your buyers to write on the
screen at the same time.
Screen Journal
Share your screen and take notes
together, enabling buyers to type on
your screen as you collaborate.
*inclusion here does not constitute endorsement
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Check out our book, Virtual Selling, for more collaboration ideas.
Solution: Collaborate Using Virtual Whiteboard Tools

13. Challenge
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of sellers struggle with prospecting
and filling the pipeline virtually
81%

14. Learn 30 must-know sales prospecting stats here.
Winner’s Mindset: How you think about yourself and
prospecting correlate with success. Adopt a winner’s
mindset.
Attraction Campaign: It takes an average of 8 touches
to secure a meeting with a buyer. Create customized
content and messages, reaching out in a multi-touch,
multi-modal campaign to attract buyers.
Value: Use value-based offers in your prospecting
efforts to secure meetings with buyers. Which offers
perform best? Primary relevant research, capabilities
descriptions, and 100% customized content.
Execution: Prospecting is an ongoing process to
continually fill your pipeline. The best prospectors are
focused, motivated, and execute more effectively.
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Solution: Fill Your Pipeline with WAVE

15. Challenge
80%
of sellers are
challenged
by making
the transition
to virtual
selling
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16. Learn more tips for projecting a professional image in your virtual meetings.
Turn video on: Use it for every meeting and look into the camera.
Adjust lighting: Reduce backlight and achieve brighter face lighting by using ring lights or desk
lamps. You often need brighter lighting than you think.
Manage sound quality: Most computers have poor built-in microphones. Invest in a high-quality
external mic or headset. Reduce background noises on your phone or computer and home noises.
Review background for professionalism: Remove boxes, trash, and clutter from your space. Clean
and neaten your bookshelf. Real backgrounds are the best and most authentic, but if you can’t
create a professional background where you are, use a virtual background with a green screen.
Attend to your look: Dress as if you were live and in person. Maintain good posture. Avoid busy
patterns or colors that clash with your background.
© RAIN Group. All rights reserved.
Solution: Project a Professional Image Online

17. Challenge
of sellers are challenged by
leading virtual needs
discovery
80%
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18. Download our guide, 50 Powerful Sales Questions.
Use a Needs Discovery
Checklist
This will include ideas
for open-ended, specific
open-ended, and
closed-ended questions.
Follow Up with
Questions
Follow up with an email
that restates what you
heard and ask
additional questions
for clarification.
When Talking Live,
Write on the Screen
Taking notes where the
buyer can see them
demonstrates you get
the issues right away.
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Solution: Prepare in Advance to Uncover Needs

19. Virtual Selling is a #1 Best Seller
BUY NOW
Learn how to develop strong relationships with buyers virtually, lead
masterful virtual sales conversations, and become a top-performing
seller in the new sales landscape.
You’ll learn:
• What to focus on to achieve higher win rates
• 4 key areas of virtual selling to differentiate yourself from your
competition
• 20 questions for building rapport online
• How to run the most effective virtual sales meetings
• How to build a strong ROI case virtually
• How to grow existing accounts with virtual value labs
• How to deliver powerful virtual sales presentations
• The factors that most influence buyers’ virtual purchase
decisions
• How to capture buyer attention and engagement throughout
virtual sales meetings

20. RAIN Group helps organizations:
• Develop and improve sales strategy, process, messaging, and talent
• Enhance sales capability with award-winning sales training
• Design and execute strategic account management initiatives
• Increase effectiveness of sales management and coaching
Best IP: We study buying and selling relentlessly through the RAIN Group
Center for Sales Research. Our research and field work allows us to create
industry-leading intellectual property to help our clients achieve the
greatest success.
Best Education System: We use the best education approaches, methods,
and technologies to make training work, stick, and transfer to the job.
Best Results: We make it our mission to drive value and achieve the highest
client satisfaction through excellence in quality and producing
transformational results for our clients.
RAIN Group unleashes sales potential by
delivering transformational experiences.
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