Virtual Selling

10Deep Vulnerability

I've spent three chapters talking about emotions rather than how to make a video call, phone call, send a text, email, direct message, or conduct a web chat. I expect that most people who are reading this book are seeking “how-to” answers rather than a lecture on emotional discipline.

So, why would I frontload the book with this discussion? The reason is simple. Let's go back to a statement I made in chapter seven (and one that I've been hinting at since Chapter 1). I'll paraphrase:

If you fail to rapidly adopt and assimilate omnichannel virtual selling into your business development, sales, and account management processes, you will either become extinct or be replaced by a robot. That's a brutal and absolute fact.

Yet, almost daily I watch as otherwise-competent sales professionals are pushed to emotional extremes when forced into situations in which they must use virtual selling platforms, particularly video calling, phone calling, and interactive web chats.

I've watched veteran salespeople completely shut down when asked to interact with prospects and customers on both reactive and proactive web chats. I've observed sales professionals who can command any room they walk into, cower in fear when faced with video calls. At least 50 percent of the work we do at Sales Gravy is focused on getting salespeople (inside and outside) to use the telephone.

So yes, I can teach you HOW to use virtual communication platforms, but I cannot make you get past your fear ...