How to Sell Your House Virtually In a recent survey by realtor.com, people thinking about selling their homes indicated they’re generally willing to allow their agent and some potential buyers inside if done under the right conditions. © 2021 Janek Performance Group. How to sell virtually. COVID-19 has changed the world in many ways. Give yourself a break. However, if you are looking to make it successful, then you will want to take some time to prepare in order to get the maximum results. Opinions expressed are those of the author. Kerry Howell is a real estate photographer at Picture Perfect Homes by Kerry Howell Photography. • Document and set expectations. Managing Partner at Shapiro Negotiations Institute. Also, test equipment ahead of time to ensure a smooth delivery. © 2021 Forbes Media LLC. It appears WFH is here to stay – at least for the foreseeable future. Another thing to keep in mind with everyone working from home is that people are juggling responsibilities in ways that may change at a moment’s notice. Pre-meeting, sales reps will need to navigate a prospect’s internal political landscape and identify the decision-making team and the stakeholders who can make a decision and make the case why it is important to meet virtually. How do you improve your virtual selling skills? Another tactic when selling virtual is using storytelling to share information on a personable level. Now people expect a personalized approach. All Rights Reserved, This is a BETA experience. Instead, sales reps have been forced to evaluate whatever suite of tools and technology they have at their disposal to discern the right mix to effectively serve their customers. The question is, if you need to sell your house now, what virtual practices should you use to make sure you, your family, and potential buyers stay safe in the process? In a recent survey by realtor.com, people thinking about selling their homes indicated they’re generally willing to allow their agent and some potential buyers inside if done under the right conditions. By Beth. If 2020 has taught us anything, it’s what’s working now may not work in the future. Discuss: Hone in on data points like case studies, ROI percentages, and other metrics that present what you’re selling in a positive light and illustrate credibility and trust you’ve already built with other clients. Choose the medium wisely to align with the purpose of the meeting and the content being delivered. Fortunately, virtual sales are not new. Preparing for a virtual meeting is different when buyers and sellers are both working remotely, often surrounded by dogs, kids and the distractions of daily life. Keys to Selling Your House Virtually In a recent survey by realtor.com, people thinking about selling their homes indicated they’re generally willing to allow their agent and some potential buyers inside if done under the right conditions. As it relates to sales, it has forced all salespeople to learn to master selling virtually. Before you can innovate or improve a process, a team must be aligned and find a... #3: Engage Your Audience. You want to maintain your professionalism, but everyone is struggling in some way. In 2018, Salesforce reported that 60% of salespeople had increased their virtual sales meetings over the previous three years. Nowadays, everyone is meeting online. Calendly or a similar tool may help you improve booking meetings or sending automated reminders. Too often, companies get hung up on the fact that they can’t provide the same buying experience virtually that they can face to face. getty. How to Sell Virtually Using Sales Navigator . Keep in mind, when presenting to more than one decision-maker at a time, the Q&A portion of the conversation is invaluable as each person will retain the information differently and have specific questions pertaining to how they can apply it to their own team. Virtual Selling: How to sell virtually, build your team, create your brand and beat the competition Kindle Edition by Matt Goldemb (Author) Format: Kindle Edition 5.0 out of 5 stars 4 ratings Do I qualify? In the past, direct calling was the number one way to achieve sales, the more people called, the better chance at getting new business. You are competing against more distractions and shorter attention spans. It can be challenging to build camaraderie in a virtual space. 3,4 November 2020. One of the key factors of being a successful salesperson is creating an authentic connection. Try offering a little “homework,” such as preparing their top three priorities related to your service/offering or outlining their decision-making process. Sales people have a choice. Microsoft Teams, Google Meet, and Zoom are some of the game’s top players, but these are likely to face increased competition soon. Both what you say and how you say it are important. She Achieved Millionaire Status Years Ago And She Still Follows Her Monthly Budget, For This Nonprofit, Activism Means Meeting People Halfway, Tough Times? You can’t change these realities, so instead use empathy to turn shared struggles into a common bond. You must embrace our new normal and look for ways to use technology to make you more efficient and effective in your job. Only R3250 ($210) per delegate. It’s OK if your hair isn’t perfect or your background is slightly cluttered. In that case, in-person events or meetings aren’t currently doable, which means you’ll need to translate that information into online demos. While sales is sales, and many of the same principles apply in person as they do virtually, there are tips and tricks that every sales person should be aware of during this virtual selling … Remember to choose the right medium and tools depending on the situation, prepare a list of questions to engage the other side prior to every meeting and spend more time on the relationship, and I believe you will see results. Additionally, when fielding questions, repeat back part of the question, avoid general or vague answers or advice, and provide clear examples to emphasize your point. Ask people to participate in polls or quizzes. Likewise, video calls are a richer experience but a higher burden on the prospect than a simple phone call. Then, put context to the numbers and understand the “why” of any shifts so you can refine your method accordingly. This Navy SEAL Can Teach You To Thrive, Blind People Experiencing Terrifying Hallucinations On The Rise During Lockdown, Social Media Can Be Toxic—Here’s The First Step Toward Change, For Real Estate, The Wheel Is Still In Spin, U.S. Provide Value from the First Minute It’s never been more important to start a meeting by delivering value. Sellers need a game plan, and confidence and skill to fully embrace and execute a virtual selling strategy. They’re less comfortable, however, hosting an open house. This gives you both a record of what expectations look like going forward to eliminate miscommunication and keep the process moving forward. Virtual products (also known as digital products and digital goods) are products you can sell to other internet users via download. Translating your in-person skills to make the same impact online takes time and training. The principles of persuasion, they are just the same whether it’s in person, over the phone, or virtually. 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