A COMPLETE GUIDE:
Situational Selling in a remote sales world.
Learn how to run an effective virtual remote meeting that gives your team confidence and increases sales.
A COMPLETE GUIDE:
Situational Selling in a remote sales world.
Learn how to run an effective virtual remote meeting that gives your team confidence and increases sales.
INTRODUCTION

INTRODUCTION

What Is
SITUATIONAL SELLING?
What Is
SITUATIONAL SELLING?
How To Implement A
SITUATIONAL SALES STRATEGY?Stage
Setting
Story
How To Implement A
SITUATIONAL SALES STRATEGY?Stage
Setting
Story

The
STAGEIf this is a first time call, be prepared for the typical banter and rapport building. Know the stage you’re in and have some anecdotal references that prove you know their business. We are all adapting to working from home, try that! Success stories from past and current clients are always beneficial, as well as, knowing the territories they cover and how you can relate. Building call scripts or having an outline of how you can help rather than “sell” can make this process more impactful and efficient.
On the other hand, with a long standing relationship you should already know how your customer makes decisions. Maybe this is just a refresher of why they do business with you, maybe it’s a battle you’re preparing for to keep them on board; adaptation for that situation always needs to be in the back of your mind.
The
STAGEIf this is a first time call, be prepared for the typical banter and rapport building. Know the stage you’re in and have some anecdotal references that prove you know their business. We are all adapting to working from home, try that! Success stories from past and current clients are always beneficial, as well as, knowing the territories they cover and how you can relate. Building call scripts or having an outline of how you can help rather than “sell” can make this process more impactful and efficient.

In either case, the ideal way here to set that STAGE is to start with their market or industry and let them fill in the blanks to what their needs are.
The
SETTINGBy being flexible and ready to adapt, you not only show you can stay focused on their needs but also the creativity that you know the ins-and-outs of what you’re selling.
Alternately, a lot of us are pushed more to the virtual sales route nowadays. It is not ideal, I think you can agree. But being able to present more than just a sales sheet or your website that can take months to be updated, affords the flexibility to ask those important pain-point questions to your attendees. More than ever, our sales tools are always readily available, whether it’s a smartphone, tablet or laptop, we use our devices for work everyday. A year ago, 30% of the business world knew about Zoom, now it’s used as an adjective when you’re sending a meeting invite, “I’ll send you a Zoom link”. Microsoft Teams, Skype, Webex all of these virtual meeting platforms exist to make business easier, not more complicated. But much like our teachers are forced to do more in their jobs when asked to educate the future during this pandemic, in business we are called on to do more than just pick up the phone and talk. Researchers have found that when it comes to memory, we don't remember things we hear nearly as well as things we see. So with that being said, these virtual meetings are actually pretty important and you better have something to SHOW!

The key here is to be capable of executing a high-impact meeting, no matter what setting or situation you are in, and to have your customers experience your products, while gaining an understanding of why your company is “different” from all the others.
The
SETTING
By being flexible and ready to adapt, you not only show you can stay focused on their needs but also the creativity that you know the ins-and-outs of what you’re selling.
Alternately, a lot of us are pushed more to the virtual sales route nowadays. It is not ideal, I think you can agree. But being able to present more than just a sales sheet or your website that can take months to be updated, affords the flexibility to ask those important pain-point questions to your attendees. More than ever, our sales tools are always readily available, whether it’s a smartphone, tablet or laptop, we use our devices for work everyday. A year ago, 30% of the business world knew about Zoom, now it’s used as an adjective when you’re sending a meeting invite, “I’ll send you a Zoom link”. Microsoft Teams, Skype, Webex all of these virtual meeting platforms exist to make business easier, not more complicated. But much like our teachers are forced to do more in their jobs when asked to educate the future during this pandemic, in business we are called on to do more than just pick up the phone and talk. Researchers have found that when it comes to memory, we don't remember things we hear nearly as well as things we see. So with that being said, these virtual meetings are actually pretty important and you better have something to SHOW!

The key here is to be capable of executing a high-impact meeting, no matter what setting or situation you are in, and to have your customers experience your products, while gaining an understanding of why your company is “different” from all the others.
The
STORYThere I was, panicked and overwhelmed. I was sure I was ready ahead of time but evidently I wasn’t prepared. My story became disjointed and not specifically related to the customer.
The STORY pillar is the most important, because as we know if a movie or book doesn’t have a good story it’s a waste of time, much like my sales presentation was. We all know the phrase that; “content is king”.
Some people believe that storytelling is an art, where you either are a great storyteller or you aren’t. Fortunately that’s not always the case in business.. Your ability to situationally convey your message is what separates your story telling from your counterparts in a similar sales role. To be effective, you need to situationally frame a story around commonalities with your customer and emphasize hard numbers or an emotional struggle depending on what resonates with their personalities. Either way, there’s a story to tell and being able to situationally bring up content that is relevant to your customer, is what will make you a successful storyteller in the end.

An interactive story requires an interactive solution like a sales app. But a quick word of caution, not all sales apps can deliver the interactivity you need.
To truly sell depending on the situation you hear from your customer, a sales app that allows you to move around and present products or solutions non-linearly can help streamline your message. But, I know sometimes new technology can seem overwhelming, with thousands of companies using new technology daily, having a tech-adoption strategy can alleviate a lot of the naysayers.

The
STORYThere I was, panicked and overwhelmed. I was sure I was ready ahead of time but evidently I wasn’t prepared. My story became disjointed and not specifically related to the customer.
The STORY pillar is the most important, because as we know if a movie or book doesn’t have a good story it’s a waste of time, much like my sales presentation was. We all know the phrase that; “content is king”.
Some people believe that storytelling is an art, where you either are a great storyteller or you aren’t. Fortunately that’s not always the case in business.. Your ability to situationally convey your message is what separates your story telling from your counterparts in a similar sales role. To be effective, you need to situationally frame a story around commonalities with your customer and emphasize hard numbers or an emotional struggle depending on what resonates with their personalities. Either way, there’s a story to tell and being able to situationally bring up content that is relevant to your customer, is what will make you a successful storyteller in the end.

An interactive story requires an interactive solution like a sales app. But a quick word of caution, not all sales apps can deliver the interactivity you need.
To truly sell depending on the situation you hear from your customer, a sales app that allows you to move around and present products or solutions non-linearly can help streamline your message. But, I know sometimes new technology can seem overwhelming, with thousands of companies using new technology daily, having a tech-adoption strategy can alleviate a lot of the naysayers.

Remote Sales is
easier and more productivewith a situational sales approach.
WRAP UP -
Ready, Set,
SELL....- Situational selling is being able to situationally present a number of specific needs in a non-linear approach to any customer in any industry.
- Stage, Setting and Story frame up your situational sales message.
- Stage pillar, either build rapport with your new audience or if they are a seasoned customer, focus on nuances and commonalities that have led you to this point.
- Setting pillar, recognize if you are presenting face-to-face, remotely or at an event where circumstances might make it harder to get feedback cues.
- Story pillar, have ALL necessary content for each particular situational path and answers that can drive the sale forward.
- Post-meeting, get feedback from multiple departments and personas that lead to building a stronger case for your solution and the ability to tackle multiple pain points.
Download the situational selling whitepaper now.
WRAP UP -
Ready, Set,
SELL....- Situational selling is being able to situationally present a number of specific needs in a non-linear approach to any customer in any industry.
- Stage, Setting and Story frame up your situational sales message.
- Stage pillar, either build rapport with your new audience or if they are a seasoned customer, focus on nuances and commonalities that have led you to this point.
- Setting pillar, recognize if you are presenting face-to-face, remotely or at an event where circumstances might make it harder to get feedback cues.
- Story pillar, have ALL necessary content for each particular situational path and answers that can drive the sale forward.
- Post-meeting, get feedback from multiple departments and personas that lead to building a stronger case for your solution and the ability to tackle multiple pain points.