Are you a fresh new sales person googling the best answers for the question “Sell Me This Pen” - Zoom edition, or a seasoned negotiator bamboozled by the new online work environment? Either way, this blog is for you.
We’ll delve into what remote closing is, how to become better at it, and what tools to use to make it less daunting.
More specifically, we’ll cover…
1. What Is Remote Closing?
2. What Does a Remote Closer Really Do?
3. Excelling in Remote Closing: Tips for Both Beginners and Veterans
4. Common Challenges in Remote Sales Calls and Strategies to Overcome Them
5. Use Tools to Your Advantage…
6. …Especially AI Tools.
What is Remote Closing?
Remote closing, once a term restricted to the realm of real estate transactions, now encapsulates a broader spectrum.
It’s basically the process of finalizing deals or agreements in an online environment. Never before has it been possible to make deals in your pyjama pants (except, if you have online meetings in an office. In that case, we don’t endorse this behavior).
Whether you're sealing a software agreement, negotiating a real estate deal, or finalizing contracts in financial services, the digital realm offers a platform. This shift towards digital closings, particularly in a post-pandemic world, has not only highlighted its convenience and flexibility but has also introduced us to a new breed of professionals: Remote Closers.
What Does a Remote Closer Really Do?
A remote closer or a digital closer is an adept sales professional whose primary role is to facilitate and finalize deals remotely. Equipped with digital tools, they communicate with clients and prospects through channels like email, phone, and video meetings.
While their responsibilities span across sectors like B2B sales, software, healthcare, advertising, and more, there are core duties that define their role:
- Lead Generation: Through networking, research, and referrals, they identify potential clients, demonstrating a blend of persistence, creativity, and analytical prowess.
- Sales Presentations: They master the art of tailored presentations, showcasing the value of their offerings using a plethora of multimedia tools.
- Relationship Building: Frequent communication, strategic thinking, and emotional intelligence are key as they foster and maintain robust relationships with clients.
- Negotiation: Their negotiation skills come to the fore as they address objections and collaborate with clients to seal deals.
- Closing Sales: Using a myriad of techniques, they secure commitments from clients, showcasing confidence and a deep understanding of client needs.
- Customer Service: Acting as the primary business liaison, they offer unparalleled support throughout the sales journey.
- Record Maintenance: Their meticulous nature ensures accurate tracking of sales activities, from client interactions to deal negotiations.
- Team Collaboration: Often part of larger sales teams, their contribution ensures the achievement of collective goals, fostering a positive team culture.
In essence, remote closers are the backbone in the modern sales process, driving results through digital avenues and ensuring seamless transactions, no matter the distance or the pants they wear.
Excelling in Remote Closing: Tips for Both Beginners and Veterans
For the Beginners:
Start with the Basics:
- Familiarize yourself with digital communication platforms like Zoom and Google Meet.
- Understand the tools and features at your disposal.
Practice Active Listening:
- Focus intently on the prospect, ensuring you catch every detail.
- Offer verbal affirmations to show engagement.
Set a Professional Environment:
- Ensure a clean and distraction-free background.
- Use optimal lighting to make the interaction more personal.
- After every call, ask for feedback from colleagues or mentors.
- Use the insights to refine your approach.
- Be transparent, provide references when necessary, and maintain a professional demeanor throughout the call.
- Send a post-call email summarizing the discussion and outlining next steps to keep the momentum going.
For the Seasoned Salespeople:
Leverage the 'Silent Pause':
- Use moments of silence strategically to prompt prospects to share more.
Implement the 'Feel-Felt-Found' Technique:
- Address objections empathetically, share related experiences, and present solutions.
Anchor Your Value Proposition:
- Tie benefits to tangible results to make your offering more compelling.
Use Social Proof Strategically:
- Mention reputable clients or brands you've worked with to build credibility.
The 'Yes Ladder' Technique:
- Begin with smaller questions that lead to larger commitments, building a pattern of agreement.
Mirror and Match:
- Subtly mimic the prospect's tone and language to build rapport.
Use Visual Analogies:
- Simplify complex ideas with analogies to make them more relatable.
The 'Because' Justification:
- Offer reasons for your statements using the word "because" to make them more persuasive.
- Proactively address potential objections before they're raised by the prospect.
Common Challenges in Remote Sales Calls and Strategies to Overcome Them
- Technical Hiccups: As we become more reliant on technology, technical issues can disrupt a smooth sales call. Always ensure a stable internet connection, have backup devices, and familiarize yourself with the platform's features in advance.
- Building Trust Remotely: The digital barrier can sometimes make trust-building a tad more challenging. Focus on transparency, share testimonials or case studies, and consistently deliver on promises to build and maintain trust.
- Navigating Distractions: The home environment, where most remote calls take place, is rife with potential distractions. Dedicate a quiet space for your calls, use noise-cancelling headphones, and inform others in your household about your call timings to ensure minimal interruptions.
Use Tools to Your Advantage…
In the intricate dance of remote closing, tools have emerged as game-changing partners, seamlessly augmenting human skills. While the essence of personal touch remains irreplaceable, these tools amplify the process, ensuring every move is precise and impactful.
- Sales Call Recordings: Recording sales calls isn't just about keeping a track; it's about revisiting, analyzing, and refining. With platforms like Wudpecker offering this feature, sales professionals can dive deep into conversations, picking up cues they might have missed, understanding customer reservations, and strategizing accordingly. Wudpecker records Zoom, Google Meet and Microsoft Teams meetings effortlessly.
- Digital Signature Platforms: The age of physical signatures is being rapidly overshadowed by e-signature tools like DocuSign or GetAccept. These platforms not only make the finalization process agile but also bolster security. In the swift-paced world of remote sales, such tools guarantee that deal closures aren't hampered by logistical challenges.
- Customer Relationship Management (CRM) Systems: CRMs have revolutionized sales processes. By tracking interactions and maintaining meticulous records, they ensure that no lead goes cold. Moreover, with their ability to schedule follow-ups, they ensure the momentum of a potential sale isn't lost.
… Especially AI tools.
Everyone must have heard about ChatGPT and AI tools in general by now. We might still not quite understand how to use them to our advantage.
The digital age is not just about connecting; it's about understanding, predicting, and optimizing. As businesses go deeper into the digital realm, AI emerges as the torchbearer.
Want to be miles ahead of the competition? Take advantage of AI as a sidekick to whisper insight in your ear you wouldn’t have otherwise noticed or had time for.
Here are just a few benefits of AI:
I. Automated Note-taking
Manual note-taking during sales calls can be distracting. AI tools can automatically transcribe and highlight key points of a conversation, allowing sales professionals to focus entirely on the client.
You can go back to your notes any time in case you forget what was talked about previously.
Sales call reporting has never been this easy!
II. Comprehensive Call Analysis
Beyond just the content, AI can analyze various elements of a call – from speech patterns to pain points. Such deep analysis can highlight areas of improvement, be it in the clarity of communication, the pacing of the pitch, or the overall sales techniques.
Pro tip: long meeting transcripts might exceed at least ChatGPT’s word limit, instead save the transcript as a file (open it and press Ctrl + S on Windows or ⌘-S on Mac) and upload to ChatGPT 4 using the Advanced Data Analysis beta feature.
Example prompt: "What are the common objections mentioned during my calls?"
III. Enhanced Collaboration
AI tools can bridge communication gaps within sales teams. By providing comprehensive and objective insights into client interactions, they ensure that all team members are on the same page
- Example: create a share link for the meeting notes from Wudpecker with one click. The recipients will be able to see the full transcript and listen to the recording, or for saving time, read the concise meeting notes.
You can also reduce chances of miscommunication in a global work environment through language translation or cultural insights. For instance, you can ask ChatGPT:
- "Translate this email to French for our client in Paris."
- "How should I modify my sales pitch for a Japanese audience?"
IV. Effective Training Tool
Turn rookies into seasoned sales pros in no time.
ChatGPT provides actionable insights for new team members by offering personalized training materials based on individual needs and serving as a knowledge repository for sales best practices.
- "Share some effective sales techniques for overcoming objections."
- "How should I respond to a prospect who is concerned about data security?"
- "Provide me with a list of common acronyms used in the pharmaceutical industry."
To accelerate onboarding and skill development, ChatGPT analyzes performance during practice calls and gives instant feedback and suggestions for improvement.
- Evaluate my practice call with a potential client and provide feedback.
V. In-Depth Competitor Analysis
Stay ahead of the competition with ChatGPT's insights! ChatGPT summarizes relevant information for quick consumption, delivering concise briefings on competitor strategies and moves. This empowers sales reps with data to position their offerings effectively.
- "Summarize the recent product updates from our main competitor."
In the constantly evolving world of sales, remote closing has emerged as the latest game-changer. As the digital realm continues to expand its influence, mastering the art of successful remote sales becomes an imperative, not just an option.
This guide has equipped you with a comprehensive understanding of remote closing, from the responsibilities of a remote closer to harnessing the power of AI tools.
Whether you're a novice stepping into the digital sales realm or a seasoned salesperson adapting to the changing tides, remember that success lies in continuous learning and adaptation.
Embrace the digital shift, harness the tools at your disposal, and let every closed deal be a testament to your prowess in this new era of sales.