The world looks a lot different today than it did before 2020: the masks, the travel protocols, the hand sanitizers. But perhaps the most monumental change is the shift to remote work and remote sales.

A whopping 72% of white-collar workers report doing their jobs remotely these days. If you’re a professional salesperson, you’re probably one of them. And while you may have thought the shift was temporary at first, you’re likely starting to realize that remote selling is quickly becoming the new normal.

But how is remote selling affecting salespeople like you? What does remote selling mean? And how can you become world-class at doing it and learn to thrive from this massive shift?

This guide covers what remote selling is, some remote selling techniques and the pros and cons of this new world of sales. We also detail our four-step framework that shows you how to do remote sales as effectively as in-person ones.

Also known as virtual selling, remote selling is selling your product or service to a buyer in a different location from you. It can be done over the phone, through video calls, or even through live chat (though rare).

While salespeople and buyers alike tended to prefer in-person sales meetings, the rise of covid has turned remote selling into the preferred method. Plus, it looks like remote work is becoming the norm for most companies.

Markets are adjusting, and new technologies are making the switch to remote selling easier. Even still, there are both pros and cons to this new medium in sales.

If you've not had sales training on how to sell remotely, then keep reading.

As with any monumental change in the sales process, the shift to selling remotely and online meetings has its ups and downs.

So, how do you amplify the benefits, shrink the downsides, and thrive working remotely in the new age of digital sales? You can start by following this four-step framework.

This framework covers remote selling best practices that are easy to implement and ensure your future success in this brave new world of business.

The first step to becoming a remote selling master is making sure you have all the tools and equipment you need to do the job. Of course, your company will more than likely provide these tools for you. But even still, you’ll want to be sure you have the following if you’re going to be successful.

A) Software

B) Hardware

C) Home Office

There’s an inherent disconnect when talking over a video call compared to attending a sales meeting in person. It’s better than a plain old phone call, sure. But it’s harder to make a real, human connection when you’re staring at a bunch of pixels.

That’s why you need to grow your personality to create that connection. Get comfortable with being more enthusiastic than usual. Accentuate your body language so you can be sure buyers are picking up on it. And for god’s sake, use video as much as you can. (Pro Tip: Try looking straight into the camera to imitate in-person eye contact.)

But take care to be mindful of Zoom fatigue. And take breaks of at least 10-15 minutes between calls to prevent it from sucking up all your energy.

With the lack of in-person meetings, you’re going to have to work extra hard to establish credibility with your buyer. And that’s saying a lot considering just 3% of buyers consider salespeople trustworthy.

So, how do you establish credibility early on in your sales calls? Below are just a few tips to turn you from a commission-chasing salesperson to a trusted advisor in the eyes of your buyer.

In this new world of virtual selling, buyers have less patience for meetings than if they were in person. And that means it falls to you to keep your sales meetings organized, valuable, worth your buyer’s time.

Luckily, you can do a few things to set the structure for a successful remote sales call.

A) Before the Call – You can knock out all 3 of these in a single pre-call email.

B) During the Call – Follow the steps below to keep a tight yet informative structure for your call.

C) After the Call – Follow-up is a critical part of closing any sale. So be sure to follow these steps after you end the call.

No one ever said the change was easy. And while the shift to remote selling may be a bit daunting, those with an open mind are going to be the ones who come out ahead because of it.

This four-step framework for selling remotely is sure to help you acclimate to the new age of sales. And with it, you can stay ahead of the curve and start selling as effectively—nay, more effectively—than you ever did in person.

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