The Field Sales Face to Face Selling Advantage

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In an instant, to remain relevant and competitive, field sales professionals had to shift the way they were engaging prospects and customers.

The evolution of virtual selling technology finally met its moment. Digital transformation, which for the past twenty years had been an inevitable yet slowly building tide, rolled over us like a tidal wave. Suddenly, virtual selling became king.

Unlike so many other pivotal points in history, in which smart people were forced, out of necessity, to invent technology in order to meet the moment, this time the technology was ahead of us. We simply needed to catch up.

This is where we find ourselves. Virtual selling is the new normal. There is no turning back.

It is Natural to Fear Virtual Selling
However, if your primary go-to market sales communication channel has been face-to-face, it’s natural to fear that you won’t be able to communicate effectively, build relationships, be as competitive, or make the same impact through virtual channels.

You fear that virtual selling will lower your probability of closing sales.

This fear is not unfounded. The most effective way to build relationships and trust, resolve conflict, brainstorm ideas, gain consensus, present ideas, negotiate and close deals is a physical face-to-face meeting. You know this, and I know this, because we are human.

Successful face-to-face sales pros are masters at reading other people, responding to nuance, and using charisma as a competitive advantage. They have the ability to intuitively sense the emotions of other people and respond appropriately.

This is why so many field sales professionals austria telegram data were paralyzed with fear when the coronavirus pandemic made face-to-face interaction impossible. It was as if their sense of sight had suddenly been taken away. And, in reality, it had been.

The eyes manage roughly 80 percent of the information and communication you take in. Visual interpretation of the world and people around you consumes at least 50 percent of your brain’s computing power. In fact, a far larger part of the brain is dedicated to vision than to hearing, taste, touch, and smell combined.

When you are on face-to-face sales calls, you can see and interpret the entire picture. You see not only the person you are meeting with, but also their surroundings and how they interact with their environment.