Virtual Selling: This Is How You Make It Work

Virtual selling, also referred to as remote selling, consists of creating content about products, services, and purchasing conditions that targets your prospects and customers. This content is perceived as added value and is not necessarily aimed at direct sales. Instead, it offers the possibility of building personal relationships with prospects and customers.


Online events such as webinars, expert talks, and digital trade fairs have proved effective to continue networking and connecting efforts during the pandemic. The flexible formats, low organizational effort, and rising popularity of these formats have transformed virtual selling into an essential tool for customer acquisition that doesn’t necessarily require major investments.

What Is Virtual Selling?

Virtual selling accounts for the sales calls and other activities along the sales pipeline that happen entirely online, with the full exclusion of any in-person contact. This includes sales talks via video call or communication with potential customers via social media and other virtual communication channels.

Simply put, virtual selling is any aspect of the sales process where traditional face-to-face meetings and points of contact have been replaced by online technologies. In the sales world, traveling has been replaced by innovations that allow you to follow through on your sales process from one destination.

The essence of virtual selling lies in the tools that were originally developed for social interactions but are now also suitable for corporate use. Sales managers need to adapt to the new circumstances and embrace a virtual management style.

Why Is Virtual Selling So Important?

 virtual selling study

Virtual Selling Best Practices

Just as there are best practices in the traditional selling environment, so too do they exist in the virtual selling atmosphere. Here are a few practices that can help you in virtual sales:

1. Personal Contact Is Still The Best Option

Study after study confirms that we communicate in many different and complex ways. Language is of course central to our communication, but body language and facial expressions are also very important, also on video calls.

Even if the customer doesn’t want to turn on their camera, the salesperson should always turn theirs on. This allows customers to see all the non-verbal cues inherent to the way we present ourselves, even if it is in a virtual setting.

2. Structured, Short Presentations

Customers expect online presentations to be concise and succinct. Remember that virtual sales pitches only offer you a small time slot to reach the customers and earn their sympathy, since you have no opportunity to make small talk before or after the presentation. That means you have to refer to all the advantages of your product or service in your presentation alone. A structured, short, and purposeful presentation is a must.

3. Icebreakers

With so many virtual meetings filling our schedules over the past two years, a certain "zoom fatigue" has set in. Hopping from one meeting to the next, buyers aren't always 100% present and in the best mood for a sales pitch.

Use zoom filters and personal anecdotes at the beginning of a conversation to break the ice and get to know customers on a personal level, on top of a professional sense.

4. Use Different Tools

There are a number of software tools available to facilitate online selling, each tailored to the specific needs of an online sales pitch. It is definitely worth familiarizing yourself with the available programs. For example, you may want to use more than one camera or insert graphics directly on the screen.

How Do I Plan A Virtual Meeting?

Virtual sales meetings are certainly a little different than traditional sales meetings. Since your audience can see and interact with you, there are a few key tricks to distinguish your virtual sales calls from other uninspired, run-of-the-mill calls. Here are some tips for organizing great virtual sales meetings.

1. Understand The Needs of Your Customer

In any sales situation, it is important to understand the buyer's needs. Plan your sales pitch to solve the exact problem your customers are having - and use videos to demonstrate how it works.

2. Building Trust Through Video Conferencing

Videos are the best way to inspire trust and wake up interest in your potential customers. When they can have a conversation with a real person, customers are far more likely to trust you and the product you are selling. Use this to your advantage by getting creative with the design of your sales pitches. For example, including a video product demo helps your customers understand the value and functionality of your product.

3. Value Messaging

In virtual conversations, you can use the internet and all its advantages to interact with your customers and help them understand the value of your product, especially if you are selling an online product or service. Your initial research and the information you gather from each virtual interaction with your prospects and customers can help to tailor your value messaging to better suit their needs. This could increase the odds of both building a stronger connection and moving the prospect closer to a deal.

4. Follow-Up

After the virtual meeting, it's important to wrap up the conversation - just like you would with a traditional sales pitch. This follow-up should give potential customers the opportunity to watch the video call they just joined and give them access to other related videos (e.g. a product demo). This is your chance to close the final sale if you haven't already.

remote selling

We can help you take your B2B sales to the next level. Get in touch!

Astrid Menzl

Astrid Menzl

A Rennweg 1, 6020 Innsbruck, Austria E office@pdagroup.net T +43 (0)512 56 09 70

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Sales Enablement Insights from PDAgroup (EN)

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