Morris County Chamber of Commerce
  • About
    • Chamber Team
    • Our Mission
    • The President's Desk
    • Morris Business Cabinet
    • Board of Directors
    • What Members Are Saying >
      • Share a Testimonial
    • Frequently Asked Questions
    • Forums & Committees >
      • Committee Chair and Vice Chair Application
      • Ambassadors Council >
        • Ambassadors-Only Resources
      • Business Development Forum
      • Business Strategy & Tactics Forum
      • Environmental & Sustainability Forum
      • Government Affairs
      • Health & Wellness Forum
      • Hispanic Affairs Council
      • Human Resources Committee
      • Not For Profit Roundtable >
        • 2021 NFP Excellence Award Honorees
        • Nonprofit Donations
        • Not For Profit Conference Scholarship App
      • Real Estate Forum
      • Tech Talk Forum
      • Women in Business Program
      • Young Professionals Forum
    • Staff Forms - Internal Use Only
  • Why Join?
    • Join Our Chamber
    • Retail Restaurant Membership
    • Member Benefits
    • The Value of Membership >
      • Grow Your Business
      • Build Your Brand
      • Professional Development & Education
      • Government Advocacy
      • Community Outreach & Volunteering
    • Grand Opening Support
    • Member Marketing Opportunities
    • Enhance Your Directory Listing
    • Member to Member Deals
    • Member Referral Bonus
    • Connect to Morris Job Bank
  • Events
    • Chamber Event Calendar
    • Member Events Calendar
    • 100th Annual Meeting Program
    • Signature Events & Programs
    • Submit an Idea for an Event
  • Find A Member
    • Searchable Business Directory
    • Nonprofit Organizations >
      • Not for Profit Spotlight
    • Professional Services >
      • Accounting, Auditing and Related Services
      • Advertising, Marketing and Related Services
      • Aerospace & Defense
      • Attorneys and Legal Services
      • Architectural, Engineering and Surveying Services
      • Banking and Financial Services
      • Business Consulting and Professional Services
    • Retail, Restaurants, & Service Providers >
      • Arts & Entertainment
      • Auto / Trucks
      • Catering & Food Products
      • Child Care & Day Care
      • Cleaning Services
      • Contractors
      • Decorating & Organizing Services
      • Environmental Services & Recycling
      • Event Planning
      • Farm & Agriculture
      • Fitness & Wellness
      • Health Care
      • Home & Garden
      • Hotels & Conference Centers
      • Moving & Storage
      • Personal Development & Coaching
      • Pet Care
      • Photography & Video Services
      • Restaurants & Bars
      • Retail Stores
      • Senior Care & Related Services
      • Shipping & Delivery
      • Travel & Leisure
    • Higher Education Partners
  • News & Info
    • Member Exchange Online Community
    • Chamber Magazines
    • Coronavirus News
    • Business Resources
    • News Around the Chamber >
      • Submit a Press Release
      • Submit a Neighbors Helping Neighbors Story
    • MCCC Blog >
      • Contribute to Our Blog
    • Chamber Newsletters
    • Social Media
  • Programs
    • Economic Development Corp.
    • Executive Council Program
    • Women in Business Executive Round Table
    • Morris Chamber Toastmasters
    • Mentor Morris
    • Entrepreneur Roundtable
    • Morris Mastermind
    • Leadership Morris >
      • Leadership Morris FAQs
      • Leadership Morris Application
      • Leadership Morris Program
      • Leadership Morris Alumni Council
    • Thrive Morris
    • Work-Based Learning Internship Program
  • MCTV
    • MCCC On-Demand
    • MCTV Let's Talk
    • Actionable Advice Video Library
    • Member Spotlights
  • Member Login

MCCC Blog

Click Here to submit an article for our blog. 
Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.

Six Big Myths about Virtual Selling

10/15/2020

 
Picture
By Cal Thomas, Sandler Training
Virtual selling is nothing new. It has been around for years. What’s happening now is that more and more sales teams are getting good at it!  The old distinction between “field sales” and “inside sales” is an increasingly irrelevant one. Today, the most effective and productive sales teams see themselves as 
remote sales professionals. This is also sometimes known as virtual selling...but whatever you call it, it’s a central requirement of success in most markets.
Remote selling leverages modern communication technology, allowing salespeople to build and sustain relationships with buyers using multiple platforms (for instance, LinkedIn, videoconference, and personal text message), often with no physical meeting at all. The most effective organizations have mastered selling remotely and have done so for decades. Here are six common, unfounded myths that many sales professionals still hold about selling remotely – and the reality behind each one that we see being embraced by top sales teams in an increasingly virtual selling environment.

Myth #1: Remote Selling Is a Result of the Pandemic, and Will Recede in Importance When Things Go “Back to Normal.” Fact: The trend toward virtual contact with and support of customers was intensifying before the global pandemic, and it will continue to intensify regardless of what happens with the virus. Remote selling will be the dominant mode of professional selling for the foreseeable future.

Myth #2: The Most Important Business Is Done in Person, and It Typically Involves Heavy Socializing. Fact: In the vast majority of cases, you don’t have to physically meet, or take people out to dinner, or entertain them, to win deals. Sure: your clients like you, and if you end up becoming friends and socializing together, that’s fine. But it makes sense, to begin with, the assumption that their time is precious, just like yours, and that, all other things being equal, they would rather be spending time with their family during off-hours than with you. So: Set and take part in remote meetings that are scheduled as part of the working day. Stick to business. And respect their private time.

Myth #3: Videoconferencing is Optional. Fact: Most buyers are now comfortable with videoconferencing and expect to be invited to log into video sessions. If you don’t propose this as your meeting default or feel comfortable leading a video discussion, you are, in all likelihood, putting yourself and your organization at a major professional disadvantage.

Myth #4: A Great PowerPoint Drives Great Videoconferencing. Fact: “Share Screen” is not the solution to every problem; all too often, it shuts down dialogue. Your remote discussions should be less about displaying and talking about the perfect PowerPoint...and more about engaging participants in a meaningful real-time discussion. Use your chosen video platform to pose good questions, start good conversations, and practice active listening. If 90 seconds go by and you don’t hear anything, assume there’s a problem! Set expectations on the front end of the meeting that you will be pulling people into the conversation. For example: “Throughout the call today I'm going to be presenting some information, but I'm also going to be stopping along the way to get feedback. By the way: If I am moving in the wrong direction, please let me know.  And if you feel like we've covered enough on a given topic, please let me know that too. Deal?”

Myth #5: A Remote Meeting Isn’t as Focused as a Face-to-Face Meeting. Fact: This is entirely a function of who is leading the meeting, how well it has been set up, and whether there is a next step strategy in place. Physical presence has nothing to do with it.  To get better at nailing the next step, every time, download and use Sandler’s Pre-Call Planner before your next remote meeting.

Myth #6: Remote Selling Is a Junior Role – Something Less Experienced Salespeople Do. Fact: Regardless of your age or your level of experience in sales, remote selling needs to be a major part of your skill set. Not making it a priority means you are giving the competition a head start. It’s that simple!
​
Virtual selling is nothing new. It has been around for years. What’s happening now is that more and more sales teams are getting good at it! By moving past the six myths we’ve just shared and adopting the best practices that connect to the facts behind each myth, you can position yourself, your team, and your organization for sustainable success.

Comments are closed.

    Archives

    April 2021
    March 2021
    February 2021
    January 2021
    December 2020
    November 2020
    October 2020
    September 2020
    August 2020
    July 2020
    June 2020
    May 2020
    March 2020
    February 2020
    December 2019
    November 2019
    October 2019
    September 2019
    August 2019
    July 2019
    June 2019
    May 2019

    Categories

    All
    Around The Chamber
    Business Advice
    Business Development
    Business Edge Magazine
    Chamber News
    Coaching
    Entrepreneurs
    Events
    Finance
    Government Affairs
    Health & Wellness
    IT
    Leadership Morris
    Legal
    Manufacturing
    Marketing
    Message From The President
    Nonprofit
    Real Estate
    Sales Strategy
    Seniors
    Strategic Planning
    Women In Business

    RSS Feed

    Please Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.

JOIN Us
REGISTER for Events
FIND a Business
EXCHANGE Ideas
CONTACT Us
YOUR SUCCESS IS OUR MISSION!  Membership keeps you connected to timely information, business resources and your fellow members - now virtually!  You can rely on us.  
We rely on you, too. Your investment in membership provides a stable foundation that allows us to support you: the people who power Morris County's business community!

Picture
Copyright 2021 | All Rights Reserved
MCCC+EDC
325 Columbia Turnpike
​​Suite 101
Florham Park, NJ 07932 
​973.539.3882        ​(MAP)  
Mission: The Morris County Chamber of Commerce collaboratively advances the interests of its members to champion a thriving business and community environment.
Vision: Creating member experiences that foster exceptional business success and quality of life.
  • About
    • Chamber Team
    • Our Mission
    • The President's Desk
    • Morris Business Cabinet
    • Board of Directors
    • What Members Are Saying >
      • Share a Testimonial
    • Frequently Asked Questions
    • Forums & Committees >
      • Committee Chair and Vice Chair Application
      • Ambassadors Council >
        • Ambassadors-Only Resources
      • Business Development Forum
      • Business Strategy & Tactics Forum
      • Environmental & Sustainability Forum
      • Government Affairs
      • Health & Wellness Forum
      • Hispanic Affairs Council
      • Human Resources Committee
      • Not For Profit Roundtable >
        • 2021 NFP Excellence Award Honorees
        • Nonprofit Donations
        • Not For Profit Conference Scholarship App
      • Real Estate Forum
      • Tech Talk Forum
      • Women in Business Program
      • Young Professionals Forum
    • Staff Forms - Internal Use Only
  • Why Join?
    • Join Our Chamber
    • Retail Restaurant Membership
    • Member Benefits
    • The Value of Membership >
      • Grow Your Business
      • Build Your Brand
      • Professional Development & Education
      • Government Advocacy
      • Community Outreach & Volunteering
    • Grand Opening Support
    • Member Marketing Opportunities
    • Enhance Your Directory Listing
    • Member to Member Deals
    • Member Referral Bonus
    • Connect to Morris Job Bank
  • Events
    • Chamber Event Calendar
    • Member Events Calendar
    • 100th Annual Meeting Program
    • Signature Events & Programs
    • Submit an Idea for an Event
  • Find A Member
    • Searchable Business Directory
    • Nonprofit Organizations >
      • Not for Profit Spotlight
    • Professional Services >
      • Accounting, Auditing and Related Services
      • Advertising, Marketing and Related Services
      • Aerospace & Defense
      • Attorneys and Legal Services
      • Architectural, Engineering and Surveying Services
      • Banking and Financial Services
      • Business Consulting and Professional Services
    • Retail, Restaurants, & Service Providers >
      • Arts & Entertainment
      • Auto / Trucks
      • Catering & Food Products
      • Child Care & Day Care
      • Cleaning Services
      • Contractors
      • Decorating & Organizing Services
      • Environmental Services & Recycling
      • Event Planning
      • Farm & Agriculture
      • Fitness & Wellness
      • Health Care
      • Home & Garden
      • Hotels & Conference Centers
      • Moving & Storage
      • Personal Development & Coaching
      • Pet Care
      • Photography & Video Services
      • Restaurants & Bars
      • Retail Stores
      • Senior Care & Related Services
      • Shipping & Delivery
      • Travel & Leisure
    • Higher Education Partners
  • News & Info
    • Member Exchange Online Community
    • Chamber Magazines
    • Coronavirus News
    • Business Resources
    • News Around the Chamber >
      • Submit a Press Release
      • Submit a Neighbors Helping Neighbors Story
    • MCCC Blog >
      • Contribute to Our Blog
    • Chamber Newsletters
    • Social Media
  • Programs
    • Economic Development Corp.
    • Executive Council Program
    • Women in Business Executive Round Table
    • Morris Chamber Toastmasters
    • Mentor Morris
    • Entrepreneur Roundtable
    • Morris Mastermind
    • Leadership Morris >
      • Leadership Morris FAQs
      • Leadership Morris Application
      • Leadership Morris Program
      • Leadership Morris Alumni Council
    • Thrive Morris
    • Work-Based Learning Internship Program
  • MCTV
    • MCCC On-Demand
    • MCTV Let's Talk
    • Actionable Advice Video Library
    • Member Spotlights
  • Member Login