206: Virtual Selling - How To Present Virtual Solutions With Impact

<p>We receive permission first, then we proceed to ask questions of the buyer.  We want to gain a sense of whether what we have said makes sense for them to use us or not. If there is not a match, then we should hightail it out of there and go find a buyer who is a match.  Having understood that we have a solution for their problem, we now need to present that solution.  In the face to face world, this is much easier, because we are sitting a mere meter away from the buyer and we have 100% access to their total body language.  Every “tell” gives us information about their degree of interest or hesitancy.  Online, this is more opaque and so more difficult to digest.  As a consequence, we need a higher level of engagement with the online buyer.</p> <p> </p> <p>Most salespeople in Japan just skip the needs analysis part and go straight into their solution pitch.  Because we are not doing that, we are better armed to have a relevant conversation that interests the buyer.  Consequently, we will have a better access to their concentration.  We finish asking and receiving answers to need questions and then we tell them if we have a solution that is a fit. </p> <p> </p> <p>If we do, we proceed to the next stage. Once we start rolling out the facts and nuts and bolts of both what our solution is and how it works, we have to be very careful to control the conversation.  Too much time spent on the finer points, sacrifices time for expounding the benefits of the product or service.  Many Japanese buyers are very detail oriented, so they will just keep going with the detail of the detail of the detail.  Their risk averse natures drives them for the nitty gritty, so they can ascertain the degree of risk attached to this deal.  We have to remember, they have all been trained by dud salespeople to get the pitch and then spend the rest of the meeting time, tearing it to shreds to check for any danger flags about this purchase.</p> <p> </p> <p>We don’t need to go into super detail and instead we should segue into what this data po