Virtual Selling

35The Truth about Jedi Mind Tricks

Your overriding focus as a sales professional, from the time you wake in the morning to the time you lay your head down at night, is improving the win probability of the deals in your pipe. Each step, question, the demo, the presentation, every word you utter and everything you do as you advance through the sales process should be calculated to bend win probability in your favor.

In each sales situation, there will be multiple paths to a closed deal and multiple communication channels you may blend into the sales process. Like a chess master, you must choose the path that gives you the highest probability of getting a win.

Of course, there are a few basics that will give you the highest probability of closing the sale:

• Actively targeting qualified prospects that are in the buying window.
• Being fanatical about prospecting.
• Building and sustaining a robust pipeline full of qualified opportunities.
• Executing the sales process.
• Maintaining momentum by advancing deals to the next step on every call.
• Building relationships with stakeholders and delivering a positive buying experience.
• Presenting a compelling business case for doing business with you.
• Consistently and confidently asking for information, introductions, next steps, and ink.

Keys to Mastering Virtual Selling

Still, during our Virtual Selling Skills courses I get peppered with questions about magic words that will bring stalled deals back to life and make prospects say yes on prospecting ...