Golf and Virtual Selling Mastery
Doing the same thing over and over again and expecting different results is the definition of insanity. Perhaps like you, I’ve participated in this type of “insanity” over the years. Most recently with golf.
I’ve “played” golf for several years, but never actually took the time to learn the skills behind it, or consistently practice those skills. And, this may not surprise you, but it turns out that simply hitting the ball over and over has not improved my golf game.
Golf and Virtual Selling
I see a lot of sellers engage in a similar form of insanity when it comes to virtual selling. After a few years of virtual meetings or presentations under your belt it can feel like you should be good at it. But, like golf, mere repetition does not equal virtual selling mastery. In fact, repetition often gives you a false sense of confidence while you are reinforcing ineffective behaviors. And those behaviors can introduce just enough doubt in your buyer’s mind to take you out of the running.
Most sellers operate under the false assumption that they come across as credible on camera as they do in person. They remain blissfully unaware of how the camera distorts, magnifies or misses key behaviors that convey confidence, credibility and competence to their customers. Of course, no customer will ever tell them that they lost the deal because their competitor seemed more trustworthy, attentive, or competent. So they carry on doing the same thing over and over expecting different results.
You Have to Continue to Improve
Like golf, if you want to win more often, you have to continue to work at your craft. And if virtual selling is your craft, it’s time to get serious about it. That one class you took on virtual selling 2-3 years ago was likely just a “selling” class with the word “virtual” stuck on the front, and it is not going to carry you into the higher expectations of today’s savvy virtual buyers. You need cutting-edge skills, expert guidance and proven practice strategies to achieve virtual selling mastery.
This summer I gave up on my unsuccessful approach to golf, and got a coach, a consistent practice schedule, and I’m already seeing my game improve dramatically.
If you’re ready to see your virtual selling game improve, sign up for my new on-demand course, Virtual Presence for Sales Pros below.