The 3 Traps of Virtual Selling

by Bruce Wedderburn
Virtual selling has changed the way that customers are choosing- or not choosing- to interact with salespeople, often in significant ways. While the fundamentals of selling aren’t different in a virtual setting, the dynamics are, and many salespeople are struggling to adapt.
Businesses often struggle to make big changes, but as we learned earlier in the year, sometimes they literally have no choice. As the pandemic unfolded and social distancing measures were put in place, not only did the economic landscape change almost overnight, so did the selling environment. Suddenly, salespeople who were used to working with clients in person had to immediately shift focus to start selling and interacting with them virtually. At the same time, their clients and prospects were more distracted than ever, dealing with the upheaval in their own businesses and personal lives.
The Shift To Virtual Selling
Virtual selling has changed the way that customers are