The global pandemic has changed the way the world operates for the foreseeable future. This is especially true in the healthcare industry.

As a medical supplier, you may have found yourself conducting more virtual sales meetings than ever before. As the world shifts into this “new normal,” we have some helpful tips to help you and your company transition into a new virtual sales environment.

Key Takeaways

• Sales associates must adjust their expectations and improve their emotional intelligence to adapt to a virtual environment.
• Companies need to give their sales staff all the hardware and software they need to succeed virtually.
• Sales teams can incorporate best practices, such as short meetings, good visuals, and consistent focus, to improve results in virtual meetings.

Help Your Sales Staff Improve Their Emotional Intelligence to Succeed in a Virtual Environment

While it might seem like face-to-face sales skills would translate well in a virtual world, many sales professionals find themselves struggling and questioning their abilities.

To ensure that your sales staff is well-equipped to meet the challenges of a virtual sales environment, your company will need to consider new support tactics to help them succeed. Roberta Moore, CEO and Founder of The EQ-i Coach, wrote in Forbes about five key emotional skills salespeople should focus on while conducting business online.

• Self-Regard: Your sales staff should be confident in their abilities. If they are feeling unsure, clients will likely notice. Help encourage confidence by sharing a list of their accomplishments with them.
• Emotional Expression: Talking with someone through a video chat requires more emotional expression than an in-person chat. Coach your sales staff on making their faces more expressive and using positive body language that the client will see on camera.
• Flexibility: Depending on the circumstances, your sales associates may meet with clients who are working from home. Because of various pandemic conditions, your associates or clients may have a noisy home environment that is full of distractions. Train your associates to be flexible, forgiving, and patient. 
• Optimism: Working from home or virtually in an office during a pandemic can be stressful and uncomfortable. To encourage feelings of optimism, tell your associates to think of someone they love or a funny situation to help lighten their spirits before a call. 
• Assertiveness: If a sales associate can focus on their momentum instead of possible disappointments, they can start feeling more assertive. Count each small step as a success.

Invest in Virtual Infrastructure

A successful virtual selling environment needs support from a well-designed virtual infrastructure. Instead of just putting your sales staff in front of a camera and hoping for the best, you need to make some infrastructure adjustments.

• Promote your brand: You have a company logo. Use that logo to create a virtual background that showcases your brand. You can also invite clients to company webinars to learn more about your brand.
• Use quality equipment: Make sure your virtual sales staff have the equipment they need to do their best job. This may include a laptop, improved lighting, a high-quality microphone, and an excellent web camera.
• Keep software up to date: Along with having advanced hardware, make sure your sales associates have the correct software and that everything is up to date. It would be unfortunate to miss a potential sale because of a software failure.

With the right tools, your sales team will begin seeing more success in their new virtual environment.

7 Best Practices for a New Virtual Sales Environment

While many sales meetings are conducted across the internet now, humans still prefer a personal touch. To continue to build the relationships any sales team needs to succeed, here are a few virtual selling best practices your team can implement.

1. Establish a Routine that Promotes Focus 

Whether your sales team is working remotely from home or coming into the office, they need a space that can help them focus on their goals. Encourage your associates to create a healthy work routine that includes taking breaks to prevent burnout.

2. Keep Virtual Meetings Short 

It can be difficult to keep someone’s sustained attention in a virtual environment. Have your associates keep this in mind when planning their meetings. Remote buyers are looking for detailed, succinct meetings. 

Unlike a face-to-face meeting, no one will linger afterwards for a follow-up chat or a cup of coffee. Sellers must deliver all their charm and all the details in a set amount of time. 

This is also a good way to show your clients that you value their time. Schedule meetings that allow for potential downtime in between. For example, instead of an hour-long meeting, schedule it for 50 minutes. 

Consider using a checklist, like this one, to manage your virtual meetings.

3. Be Prepared with Visuals

In a traditional face-to-face meeting, you might give a client some handouts or give them a presentation with pertinent statistics and graphics. In a virtual setting, you may not be able to hand them something, but your sales staff should still use bold graphics and other visuals to keep the client’s attention.

These visual should guide the client through their needs and show them how your company can solve a problem for them. They are more likely to remember what you share with them if you use visuals.

4. Dress Professionally 

It is tempting to stay in casual clothes while working remotely. However, by getting dressed for work in the morning, it can help your brain get into a work mindset. Plus, professional dress leaves more of an impact during a sales call.

5. Use Flattering Lighting 

Natural light that comes from the front offer the most flattering lighting. If a windowed room is not an option for a virtual sales call, use quality, professional lights.

6. Position the Camera Correctly 

Placing the camera slightly above the eye line will give you the best camera angle. It keeps your head tilted up slightly and is more comfortable.

7. Turn on “Do Not Disturb” 

Make sure your team is not distracted by other notifications on their computers or phones by having them turn the “do not disturb” feature. This will block pop-ups and any notification sounds from distracting them.

Check out these additional sales tips for video calls to help your team succeed and feel more engaged with your clients.

Your Healthcare Brand Can Succeed in a Virtual Sales Environment

Your sales methods may have to change, but you still offer quality medical supplies that your clients need. At Share Moving Media, we are dedicated to healthcare distributors and manufacturers like you and want to see your business grow.

We can help you enhance your virtual sales experience and allow your customers to see your full potential, even when you’re not face-to-face.

Contact us today to get started in this new virtual environment.