Selling to remote buyers, also known as remote selling or virtual selling, has become increasingly common in today’s digital age. Salespeople need to adapt their strategies to effectively engage and persuade remote buyers. Here are some key tips on how salespeople can sell to remote buyers:

1. Leverage technology: Utilize video conferencing tools like Zoom, Microsoft Teams, or Google Meet to conduct virtual meetings and presentations. These tools allow for face-to-face interaction and help build rapport with remote buyers.
2. Prepare for virtual meetings: Treat virtual meetings with remote buyers as seriously as in-person meetings. Set up a professional-looking background, ensure good lighting, and use a reliable internet connection. Prepare your sales pitch and any necessary visual aids in advance.
3. Build rapport remotely: Establishing a connection and building trust is crucial in remote selling. Begin conversations with small talk to create a personal connection. Active listening is vital during virtual meetings. Show genuine interest in the buyer’s needs, ask relevant questions, and engage in meaningful conversations.
4. Use compelling visuals: Share visual content such as presentations, product demos, and videos during virtual meetings to keep remote buyers engaged. Visuals help convey your message effectively and make your sales pitch more compelling.
5. Adapt your communication style: Adjust your communication style to suit remote interactions. Be concise and articulate to keep remote buyers engaged. Avoid jargon or complex terminology that might lead to misunderstandings. Use clear and concise language to convey your value proposition.
6. Address concerns proactively: Remote buyers may have specific concerns or objections. Anticipate and address these concerns proactively during the sales process. Be prepared to provide relevant information, case studies, testimonials, or references to alleviate any doubts and build confidence.
7. Provide virtual product demonstrations: If possible, offer virtual product demonstrations to showcase your offerings. Use screen-sharing features to demonstrate key features and benefits. Tailor the demo to the specific needs and pain points of the remote buyer.
8. Follow up promptly: After virtual meetings, follow up promptly with any promised information, proposals, or additional resources. Demonstrate your commitment and responsiveness to the remote buyer’s needs. Use email or other digital communication channels to maintain ongoing engagement.
9. Offer remote-friendly purchasing options: Simplify the purchasing process for remote buyers. Provide digital contracts, secure online payment options, and electronic signature tools to streamline the buying experience. Make it easy for remote buyers to complete transactions remotely.

• Provide exceptional customer support: Remote buyers may have questions or require support after the sale. Ensure your customer support team is well-equipped to handle remote customer inquiries promptly and effectively. Offer remote training sessions or resources to help customers make the most of your product or service.

Remember, building relationships and trust is essential when selling remotely. Tailor your approach to the unique needs of remote buyers, leverage technology to enhance communication, and provide a seamless buying experience.

Written by: Hans Hansson

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Hans Hansson is the President of Starboard Commercial Real Estate. Hans has been an active broker for over 35 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email [email protected] or call him at (415) 765-6897.