I recently talked about challenging our assumptions and beliefs and getting curious to make better decisions. This is particularly important right now because even though there's a temptation to think that life is one day going to return to how it was pre-Covid, none of us really know what the post Covid world is going to look like.

Whatever that world might look like, it is now very clear that we are not going back there, or to face to face selling anytime soon. So, how can we adapt to get even better at it?

For me, there are 3 key factors to address when adapting to remote selling:

1. Adjusting your mindset

2. Creating a memorable virtual presence; and

3. Digital selling across & during covid

Today, I’m sharing my insights on:

Adjusting your mindset for remote selling

The starting point for adjusting your mindset is acknowledging that getting to the point where most of the sales cycles are happening physically in front of customers and panels again is not going to happen anytime soon. So, we need to keep selling remotely for the foreseeable future.

How to set yourself up for success:

Start with what's not working - For me, it’s the back to back Zoom, Webex, Teams or other video calls. I find them to be unproductive because:

● There is no opportunity to digest, absorb and then actually take the appropriate action following each call. With eight or nine calls crammed into a day, there will easily be 20 plus actions arising out of them. These actions will then have to be dealt with at the end of the day or (as is invariably the case) leach into the following day.

● There is clear evidence that trying to concentrate on multiple people, their body language, etc, in one day is actually more draining via video call than face to face and leads to fatigue.

Once you have identified what isn’t working:

1. Acknowledge that it is real.

2. Ask yourself, how can I set my week up so that I know what it’s going to look like from the off? I know many people can't control their diaries, to the extent that others add things to them, but you can put in some spaces between meetings. Physically taking control of your diary as much as possible is key.

3. Ask yourself - do all of the calls need to be on Zoom/video call? I don’t believe that they do (and I ensure that mine aren’t) and there are two reasons why:

a. Standard phone calls, or Whatsapp calls, allow me to use only one of my senses (auditory) to just tune into the individual that I am speaking to; and

b. I've noticed with quite a lot of my clients that, taking voice calls enables them to get away from the screen. They'll actually go for a walk as they are on the call.

It’s a good thing for them and it's a good thing for me. Voice calls focus us and we achieve as much in that space as we would have during a video call of the same length.

Adjusting your mindset is about acknowledging that you can take control and using your own autonomy to mould a schedule and a way of connecting with colleagues, clients and prospects alike that works for you rather than against you.

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If you want to take your career to the next level, and also improve your skills in Enterprise Sales, please contact me [email protected]