4 months ago
May 12, 2020

Tips for Leveraging Technology to Close Sales Remotely

There is nothing better than building personal relationships with your customers. That personal touch can be just the right thing to push things over the top and close a sale….

Claire McConnachie

There is nothing better than building personal relationships with your customers. That personal touch can be just the right thing to push things over the top and close a sale. But today, amid the coronavirus pandemic, personal sales tactics and techniques are no longer applicable.

Fortunately, there are countless digital sales tools that you can use today to help you with this current and unprecedented situation.

Just because you use technology to assist with closing remotely doesn’t mean you’ll have success. The key really comes down to choosing the right tools. You need to find the tools that work for you and, most importantly, leverage the technology that can help you better connect with, engage, and serve your customer base.

Avoid falling into the trap of using the newest tools. You need to make sure they are tested and serve your needs. Being an early adopter can have its advantages, but only if it works for your company and customers. Ensure any technology you use is aligned with your sales process.

In this blog, Toronto sales recruiters outline how you can use technology to close business remotely, talk about the importance of incorporating the right sales tools, and outline some of the best tools to use as part of your remote sales process.

1. How Can You Use Technology to Close Remotely

There are countless ways you can leverage technology to enhance your sales process and help you close customers. Many companies, managers, and reps have had to get creative about how to use online tools to keep customers engaged and move them along the sales process. Here are some effective ways to use technology:

  • Online demos: Create a video demo for your customers who want to see how your solutions work. You can prerecord the demo and use it as part of your marketing strategy or even do live demos and customize them to each specific customer.
  • Presentations: Create PowerPoint slides, videos, and use other engaging tools to provide your customers with the information they are looking for.
  • Video conferences: Rather than having a call, create a more personal online interaction by having a Zoom meeting, Google Hangout, or by using FaceTime.
  • Trials: Provide access to your tools so customers can have a free trial. Allowing them to test things out in their own time is a great way for them to figure out how valuable your solutions are.
  • Digital sign-ups and ordering: Use online forms and digital documents to make it easier for your customers to sign up remotely. Sending paperwork back and forth in the mail or even via email can be time-consuming. Too much time could cause the deal to fall through.

2. Incorporate the Right Set of Tools

The right combination of tools can help you maximize your efficiency when trying to sell remotely. The first thing you need to understand is where you are inefficient. Which areas of your sales process have been most significantly affected by having to shift to remote operations? Knowing where you need help will help you determine where to focus your efforts and which type of technology you need.

Here are some of the best tools to help you close sales remotely:

  • Video conferencing tools: Video tools are as close as you will get to an in-person meeting when selling remotely. They allow you to see people’s facial expressions and reactions, providing you with more information about prospects and customers. They are simple to use and you have lots of options to choose from.
  • CRM: A strong customer relationship management tool is vital for all types of sales. CRMs add particular value when selling remotely. They provide you with insights on every customer, deal, and help you better understand your customers. It’s a centralized area where you can access all the data you’ve collected. You can quickly pull information, update customer files, and create a more customized remote sales experience for your clients.
  • Visualization tools: It’s important to make remote communication as real as possible. Visualization tools allow you to create a better customer experience. You can create an engaging digital showroom using images, video, 3D modeling, and renderings to bring your solutions to life.
  • Chat tools: Have a quick question to ask a customer? Need to follow up on something? Sending a quick message to your customer through a chat tool makes it easy to connect. You can also use these tools to ensure your sales team stay connected internally and on the same page.

3. Be as Personal as You Can in a Remote Environment

Toronto sales headhunters encourage using phone calls for a personal touch

Strong communication is essential when working with clients in a remote environment. However, many sales reps can become too reliant on some digital tools. Choosing to send a message or email rather than have a phone conversation or video chat with a customer can have a big impact on your relationship. It can affect your understanding of their needs and it affects how much they trust you. Leverage technology, but make sure you are using the best and most engaging tools to help you close the deal.

More Strategies From Toronto Sales Recruiters to Close More Effectively

7 Tips for Closing Sales in an Economic Downturn

Don’t Give Up! 4 Ways to Salvage a Sale

6 Tips for Recruiting Sales Candidates Over the Phone

To Send or Not to Send? 5 Tips to Use Texting as a Sales Tool

6 Best Phrases to Use While Trial Closing

Noticing a Drop in Sales? 7 Ways to Get Your Sales Team Back on Track

 


SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.

Claire McConnachie

Claire has 4+ years of experience in sales and recruitment. As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family.