Virtual Selling

4Virtual Selling Definition and Channels

Before we move further into the book, and to avoid confusion surrounding the term, let's stop and define virtual selling.

Traditionally, virtual has been thought of as something purely digital that takes place online versus in the physical world. Though true for software programs, online experiences, and gaming, this limited definition of virtual when applied to selling is what causes consternation within the sales community.

When salespeople or leaders hear the word virtual paired with the word selling, it's natural for many to think “robots.” They envision sales activity devoid of any human-to-human contact. This, of course, makes those who make their living through face-to-face interaction recoil. Face-to-face is their comfort zone and their skill set. It's difficult to conceive that it's possible to sell any other way.

Virtual selling is simply leveraging virtual communication channels in place of physical, face-to-face interaction.

These channels include:

• Video calls
• Video messaging
• Telephone calls
• Interactive chat
• Text messaging
• Email
• Voicemail and audio messaging
• Social media
• Direct messaging
• Snail mail

If you look closely at the list above, you'll notice that you are already using some, if not all, of these channels. You are already engaging in some level of virtual selling activity.

You'll also notice that all of the tools and technology that you need to engage in virtual selling—communicating with prospects and customers ...