In the virtual sales process, EQ becomes an important tool to adjust to the new format. Helping to form and grow customer relationships in the process.
Transitioning to the virtual room, and starting to sell and communicate remotely, can feel challenging. Where the virtual format will need to be adjusted to, and the physical distance between you and your customer needs to be bridged.
Here, a large piece of the puzzle can be to find and use tools that allow you to make the most out of the digital room, while another important piece is to consider and develop the skills necessary to succeed in this new format. Where certain EQ skills can be especially good to look at, and that were talked about in a recent Forbes article. A selected number of which we’ve discussed below:
In the virtual sales process, odds are you’ll be communicating with customers through video. Where it can be beneficial to actively consider how to get emotions and points across in this format – as it can be a bit more challenging to interpret body language and facial expressions. Here, said Forbes article explains that “you may have to carefully exaggerate your facial expressions, hand gestures and body language.” This can, for example, mean to lean in when you want to make an especially important point, or to smile a little wider (without overdoing it) when you want to communicate happiness.
This is, in other words, about paying attention to your own body language and facial expressions. Ensuring that they help get your point across and correspond to what you want to have said.
Video already brings a number of benefits for connecting over distance. Making it easier to understand and empathize with each other. Where adding an active awareness of your body language can help you utilize these benefits to their full potential.
Staying confident in the face of change
When transitioning to a new way of interacting with customers – such as virtually – it can be easy to feel unsure of your ability to connect and communicate successfully. Especially if the transition was quick.
If this is the case, it can be a good idea “to make a list of past achievements…and review them for patterns.” Which basically means that you can go through the sales you’ve closed in the past, the customers you’ve enjoyed working with, as well as how you felt during those times. This way, you can not only get tips from yourself on how to connect successfully (even if said connection occurred face to face as opposed to virtually), but also get a reminder of past success. Which can help you feel more confident in your ability to connect, build customer relationships and close sales even in this new mode of selling.
It is, in many ways, a time of uncertainty. When a high level of optimism can make a huge difference, and help differentiate you from competitors while also giving the customer a brighter outlook for the future. Something that could bring about a closer relationship with the customer, and also set the foundation for future sales. This, as the customer might be more inclined to think ahead, and do so in a positive light. Which could, potentially, make them more likely to make a purchase.
With the large number of people working from home, it can be a good idea to practice flexibility and patience in your sales calls. The prospect you’re talking to may have to attend to their children, and there may be interruptions in the form of pets or families moving around the same area in which the prospect is taking the call.
Adapting to these disruptions, and sucessfully maneuvering them, can here be an important step in helping the prospect understand that you understand their situation. Something that, in turn, may mean that the relationship has a good foundation to grow.
Transitioning from face-to-face sales to the digital room can feel challenging, but there are ways to not only manage this challenge but making the digital room a defining factor in your success. This by, for example, adapting to the new way of communicating with prospects and customers, and using tools that not only facilitate this adaption but let you to be your absolute best in the digital room. Where EQ, and the skills necessary to effectively communicate and sell remotely, can play a big part. Helping you make the virtual format a competetive advantage.