Virtual selling tips and advice-Virtual-selling-tips-and-advice

Video Transcription

Video Summary

David Friedman of Hathaway International discusses how sellers should adapt to remote and virtual selling during crisis conditions. He argues that buyers are more anxious, risk-focused, and likely to need a trusted advisor rather than a pushy salesperson. Sellers should avoid canned pitches and instead use consultative questioning to uncover how the crisis is affecting a client’s business and personal priorities.<br /><br />He explains that the telephone remains valuable for early-stage sales, especially for planning, identifying the right contacts, and setting up a meaningful next step rather than trying to close immediately. In virtual meetings, he emphasizes that verbal behaviors matter more than ever: listening carefully, summarizing, testing understanding, inviting quieter participants in, and avoiding feature-heavy slide presentations.<br /><br />He warns against technology-driven selling that brings too many stakeholders together too soon. Instead, sellers should first work one-to-one or in small groups, then expand to a larger meeting only when the right decision-makers are ready. Virtual selling can be cheaper, easier to organize, and more flexible than in-person meetings, and may remain important even after the crisis. The session ends with a Q&A on competing as a smaller player, managing meeting size, and presentation tools like PowerPoint.

Keywords

remote selling

virtual selling

consultative questioning

trusted advisor

telephone sales

buyer anxiety

virtual meetings