Blending Face to Face Sales Calls into a Virtual Selling Process

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But my prospects were spread out all across the country. I had limited startup funds. Therefore, I could not afford to the risk of buying a plane ticket, only to lose the deal. If I wanted to grow my business (and I did), my only choice was virtual selling—face-to-face was not an option for me.

My Mindset Shift
It required a massive mindset shift. I had to change my belief system about selling. It required me to get past my fear and just do it. Out of pure necessity, and many mistakes later, I eventually mastered virtual selling.

Today, Sales Gravy has grown into one of the most successful algeria telegram data training and consulting firms in the world. We have customers on every continent except Antarctica. Virtual selling is how we go to market because it is the most practical and cost-effective means of engaging prospects across the globe. We regularly close six- and seven-figure deals within a completely virtual sales process.

This, of course, begs the question: Do we ever make face-to-face sales calls?

The answer is yes. When we have big, company-changing deals on the line, and it is practical, we visit face-to-face—usually late in the sales process when it matters most. Likewise, in cities like San Francisco, where we have salespeople in the market, we make face-to-face calls.

When we are onsite with our clients, delivering training or providing professional services, we leverage those in-person engagements to interact with our stakeholders to anchor relationships and expand our business inside those accounts—often displacing competitors who are not engaging face-to-face.

When our trainers and consultants are already in a city for a client engagement, we set up face-to-face meetings with prospects in the same city. Since we are already there and the cost to schedule an additional face-to-face meeting is low, it makes sense to meet in person because those face-to-face meetings almost always give us a leg up over our competitors.