Help, my customer doesn’t want to see me!
Corona has a firm grip on us – even if the recent easings make it possible to visit one or the other customer again …. but only one or the other, because we are still far from normal
What is left for the seller? Sure, he can talk to his customers on the phone, of course he can write emails. But do these communication channels replace direct, personal conversations?
No, of course not, because on the phone we only have our voice to be effective. And according to the social psychologist Albert Mehrabian, this is responsible for just 38% of the content transported.
How quickly is a phrase in an email misunderstood? … or not understood at all?
Which communication channel to the customer comes much closer to a personal visit than email and phone calls? The video conference! Even if this tool is still unfamiliar to many sales employees in the back office and in the field, in some industries, but especially in countries where long distances have to be bridged – so big that you cannot “drive to the customer quickly” – this communication channel is well established.
The positive experiences that have already been made there should, indeed must, encourage us to use this route to the customer. In order to be able to do this sensibly and with the desired effect, our salespeople need help and guidance.
Our NET.WORK partner provides these instructions in training sessions that, depending on the scope, last 8-10 hours and typically last 2 half days. He teaches what we have to do on the phone to be more effective, because not every customer will be willing and able to negotiate with us via video conference. But we are also trained how to optimize our written communication with the customer in a targeted manner, i.e. meet the changed expectations of our prospects and customers. And finally, the peculiarities of a negotiation by video conference are dealt with, the participants are relieved of their initial shyness towards this medium and conveyed how they can look after existing customers via video conference, drive projects through to completion, develop existing contacts with customers, and even make new acquisitions.
Current surveys show that almost half of the companies want to strengthen their digital sales channels during the Corona crisis. So what could be more obvious than taking the next step and getting your sales team ready for remote selling?
Contact us if you are interested in remote selling training!