At a time when everyone must contribute to public health, sales teams need to maintain their activities and prepare for better times. We are all in a sudden, unexpected and unprepared situation, but our speed of adaptation will have a direct impact on the ability of our companies to recover. We therefore need to quickly carry out remote selling activities. To do this efficiently and effectively, we share our presentation to: - Rapidly ramp up your B2B remote selling activities - Avoid mistakes that will cost the company money later on - Apply best practices to continue to generate opportunities and close them - Knowing how to deal with the expectations and concerns of clients and potential clients The full webinar recording is available here: https://www.primaressource.com/en-ca/webinar-efficient-remote-selling

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

2. Frederic Lucas
Sales Growth Expert
President &CEO at Prima Resource
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3. ADVANTAGES OF INSIDE SALES
• Offers tools for greater productivity
• Improves internal collaboration
• Allows to manage a higher volume of opportunities
• Client preferred approach
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4. 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
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5. AGENDA
1. Conceptual elements for remote selling
2. Remote selling approach
3. Technology to support remote selling
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6. CONCEPTUAL ELEMENTS
FOR REMOTE SELLING
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7. DESIRE AND COMMITMENT
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8. DIFFICULTY GETTING STARTED
• Lack of motivation
• Not a self-starter
• Call reluctance
• Discouragement
• Fear of failure
• Mental health (anxiety, priorities, etc.)
• Limiting beliefs
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9. 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.
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10. 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!
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11. 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!
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12. FACING ADVERSITY
• What are your dreams?
• Define personal goals
• Establish a plan to reach them
• Get to work!
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13. IMPACT OF THE SALES CYCLE
If you have a 6-month sales cycle,
when should opportunities enter the
pipeline?
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14. REMOTE SELLING
APPROACH
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15. 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
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16. CORE PHILOSOPHY
• How can I help?
• What can I do to help?
• How can I add value?
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17. BASIC APPROACH
• How are you?
• How can I help?
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18. 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
…
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19. SOCIAL SELLING
• Use Linkedin
• Comment on blogs
• Share content
• Create and promote simple tools
• Create and promote content
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20. 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
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21. USE AN OPTIMAL SALES PROCESS
ON-DECK
CIRCLE
PROSPECT
SELLQUALIFY
CLOSE
SCORE
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2nd BASE
3rd BASE
HOME
1st BASE

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

23. 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
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24. WHEN FACED WITH UNCERTAINTY
Be more "process driven" and less "result
driven".
Bruno Marion
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25. TECHNOLOGY TO
SUPPORT REMOTE
SELLING
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26. 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
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27. RECOMMENDED PLATFORMS
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28. THE IMPORTANCE OF AUDIO
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29. 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
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30. SET EXPECTATIONS
“Can you pick a time when you’ll be sitting in
front of your computer and you can turn on your
webcam?”
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31. 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
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32. 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!
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33. MAKE EYE CONTACT
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34. NON-VERBAL COMMUNICATION
• SLOWER: Speak slower!
• Look straight into the webcam
• Avoid monologues
• Ask more questions
• Use short questions
• Take time for pauses
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35. AT THE END OF THE MEETING
• Set a clear next step!
• Stay in control of your opportunity.
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36. STRENGTHEN YOUR TACTICAL SKILLS
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37. OTHER USEFUL TECHNOLOGIES
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38. QUESTIONS
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39. GOOD SELLING!
Stay healthy, take care of yourself and
your loved ones.
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