Have you been thrust into a position of trying to sell remotely, attempting to connect with
prospect, follow up and close your buyers all virtually without seeing them face-to-face.
She had click that subscribe button for more proven sales strategies, and you can click the
bell to be notified when our next new video is released. Hi, I'm Shawn Casemore and I've been
studying the habits of top performing sales professionals for nearly 20 years. I in fact,
started in sales at the ripe age of 11, but we'll save that for another time. For many
moving from a face-to-face selling environment to a remote selling environment or virtual
selling environment has been a challenge. You know, it's not about moving your slide,
deck presentation onto zoom. It's more than that. We have to learn how to do all of the activities
that we once did in a face-to-face environment, in a remote environment, doing it virtually.
And that, of course, for many as a change, now you might be watching this video thinking,
well, Sean, it's been about a year or so. I'm now a master at this, but
I found it's very different for many of my clients because you see, it's not about what you're doing
in order to try and sell virtually it's how you do it. It's what's behind that. Now,
what I want to talk about today are some of the proven strategies that will ensure you're
effective. So stay tuned and let's get right to it. First off, one of the most important things
you need to do, if you want to sell remotely is to have a distraction free environment. Let
me say that again. Distraction-free environment. Now, depending on where you are at in your life,
you may have kids at home. You may not, you may be living alone.
You may have multiple pets. It really doesn't matter. The point is
if you have an environment where people can walk into the room while you're out on a call,
right? Ask you a question while you were doing a virtual presentation, maybe even have the
doorbell ringing when you're in the middle of a discussion, just like we might be doing right
now. Those things tend to not only distract you, but they distract your buyer and you don't want
to have that happen. You see, in a face-to-face environment, we often would go and see the buyer
face-to-face to try and ensure that we have our full attention focused on them. And that very
moment we can be in the conversation. Well, if you have distractions behind you or happening around
you, it will be very difficult for you to pay attention to what the buyer is saying, how they're
responding to your questions and in turn it be challenging for you to respond appropriately.
So step one, to be effective as a remote sales person, you want to make sure the environment
you set yourself up in is distraction-free so lock the door, disconnect the doorbell,
or put a sign on it, asking people that not to ring it. They used to have a friend of mine
that works shift work, and he put a note right over top of the doorbell and said,
I'm a shift worker do not ring this bell between the hours of 8:00 AM and 5:00 PM. If you do,
I won't be very happy. And guess what? Nobody rang the doorbell. So set yourself up for success
with the distraction-free environment. The second tip in order to be successful, selling remotely
is to make your schedule work for you. Now, here's what I mean by that. Obviously how you
did things before you began working remotely are very different than when you are working remotely.
We've touched on that a little bit in the previous point, but here's what I mean. You can't simply
take how you used to run your day to day or your week to week and just implanted into working
remotely. It doesn't happen that way, right? You can actually get started sometimes at work
a little bit earlier in the morning because you don't have the commute to take care of,
right? Your lunchtime may not be as long because you don't have to go anywhere to have lunch. You
literally might just walk up to your kitchen, which is only a couple of minutes away in an
hour. Might seem like way too much time to have lunch. I know it does for me. So make sure you
set up your schedule so that it works for you in this new remote environment. Here's an example.
I find that when I'm working remotely, I prefer to make my calls between 10 and 12.
Now, if I'm on the road traveling, I'll be more flexible, right? I might take a day where I can't
make any calls. I'm tied up speaking, but the very next day I might double up on those calls
and I might take them whenever I can. But when I'm in my office working remotely, I like to
make them between 10 and 12. It's just a personal preference. So I make sure time spent pre 10:00
AM is preparing for the calls, taking care of any coaching follow-ups from the day prior. And then
after 12 of my calls are done, then I schedule in the followups and other administrative tasks
that need to be taken care of. So you see how this works. It's setting up a schedule that
works for you in this new environment. So take your first week or two and test some things,
try some different activities at different times of the day to figure out what works for you.
And then obviously you want to align those with your prospect. I know that my buyers are
available between 10 and 12, uh, but they're also available at the end of the day. So if I really
have to make a call, I could make it. Then it's not my preference. So, so make sure you set up
your schedule to work for you. Hey, if you're enjoying these tips on how to sell remotely,
make sure you click the subscribe button to have access to more proven sales strategies, to be
successful and to sell more in today's environment and click that little bell in the corner, because
then you'll be notified each and every time I release a new video selling remotely is more than
just moving your presentation online, right? It's about finding ways to connect and reach out to
prospects when you can't just drop by, knock on their door or run into them at a networking event.
So when you're working remotely, you have to be strategic in your outreach. That's my third point
be strategic. Now, what does that mean? A lot of the sales professionals that I meet, that I coach
that I do training with. They tend to believe that outreach means if you're in a remote environment,
you have to become an expert in social media. And that is a hundred percent false. That's not true
now, having some skills make sense. But the real question you have to ask yourself strategically is
where are my buyers spending time? Where do they prefer to communicate? Let me give you
an example. When I did quite a bit of work back about a year and a half, two years ago,
close to two years ago. Now on the ground in Mexico, I was working with a company,
expanding their business in Mexico, coaching their folks right in the field and what we found.
And if you're from Mexico, you know, this already, what we found is that most people prefer to use
WhatsApp. So if you could get somebody's WhatsApp number, which is typically their cell number, but
sometimes it's otherwise you have a direct line to them and they would answer that way more, often,
much faster than they ever would answer a telephone email, any other form. So you have
to ask yourself, how do my prospects prefer to engage? How do they prefer to communicate? And
that's really going to depend on your prospect, their demographic, their age, et cetera. So
identify where they spend their time and how they prefer to engage. And then that's where you spend
your time. If they're not using Facebook, you don't need to use Facebook, right? If there
seemed to all be on Twitter and communicating on Twitter, then test that, see how it goes.
If you're not sure where to start, simply ask some of your current customers, Hey, now that
we're working remotely, how do you tend to engage with sales professionals? Right? How would you
prefer? They engage you your best customers will give you an answer and that's the best place to
start. You know, if you want to sell remotely, as I've alluded to throughout this video,
you want to make sure you keep yourself organized. You're clear on what your objectives are on a day
to day basis. And it's, for that reason, I created what I call the 30 day sales action planner. It's
a simple planner, a PDF file that you can use to track your weekly and daily sales objectives and
goals, how you did measure your performance. So if you look in the description below,
there's a link that you can click, you can get it for free, download it, and it's going to help you
be successful, remote salesperson. All right, make sure you click that subscribe button to stay up
to date and all these sales strategies that I'm releasing each and every week. And if you click
the bell, you'll even be notified when the video's released. Now, if you want to sell remotely and
be successful, you'll need some fundamental skills. Make sure you check out this video next
to ensure that you've got those skills in place to build upon as a successful remote salesperson.