Five Points to Remember When Working with Virtual Buyers

For all the content generated about virtual sales over the last year, it seems few are teaching companies how to make a purchasing decision in this new realm. 

 For decades, the “art” of selling has been taught to thousands of salespeople. Every company, from real estate, computer hardware, and software to luxury submersibles and automobiles incorporates some level of sales training. But other than learning spreadsheets and comparing pricing, few have put together a standard approach to purchasing in the virtual reality. 

By now you’ve heard that today’s prospects learn more about what they want to purchase before engaging a salesperson. The internet is rife with data and studies revolving around every conceivable purchasing scenario, so it is natural for prospects looking to purchase a copier or CRM to seek and acquire information that was once only available via you. 

 

From a recent McKinsey & Company study: “… self-serve and remote interactions have made it easier for buyers to get information, place orders, and arrange service, and customers have enjoyed that speed and convenience …” – The results of this study do not strictly relate to your mother or father ordering coffee from Amazon. 

 While once an arena for small ticket and short cycle purchasing, companies are now more comfortable initiating large ticket purchases online. The McKinsey & Company study found 70% of B2B decision-makers are open to making self-serve or remote purchases in excess of $50,000. How much do your business...read the rest, here.