Skip to main content
Ray Makela

By: Ray Makela on September 4th, 2020

Print/Save as PDF

Tips for Virtual Sales Calls: The Virtual Selling Readiness Checklist

Virtual Selling

Is your team ready to sell virtually?

Training for virtual selling is about a lot more than just slapping the name “Virtual” on the front of an existing selling skills program.

It needs to address more than just the technology and a virtual meeting room application.

It’s about adopting a different mindset, a different skillset and a different way of showing up for your customers.

In a previous blog, we discussed the importance of the three E’s of Virtual Selling: Energy, Empathy and Engagement. Those qualities are critical to how you differentiate yourself in a virtual call.

Nevertheless, there are many other items that can help ensure you’re prepared and ready for a virtual sales call. We’ve put together a short checklist and training program that will guarantee you’re ready for the Virtual Selling world.

Category Have I:
1. Virtual meeting environment
  • Tested my connection, video and audio?
2. Virtual application and tools
  • Practiced using the virtual meeting application?
  • Tested any tools or programs I’ll be using on this call?
  • Provided a test link and instructions to participants who will be joining the meeting?
3. Webcam, lighting and background
  • Positioned my webcam to focus at eye level?
  • Adjusted my lighting and background to create a positive meeting environment?
  • Limited distractions and background noise?
4. Presentation materials
  • Prepared any presentation materials and relevant content to share in the virtual application?
  • Where applicable, customized and personalized the materials for the specific customer.
5. Audience
  • Researched the audience, roles, backgrounds and common connections?
  • Identified any shared connections, referrals and any common interests?
6. Company
  • Researched the company, industry and current news, especially about recent events that may have impacted this company?
  • Brainstormed how my solutions will help this company achieve their objectives?
7. Planning
  • Created a clear meeting objective, and do I understand what I expect the customer to do as a result of this meeting?
  • Shared an agenda with the participants prior to the meeting?
8. Energy
  • Prepared myself to show up with energy, enthusiasm and a smile?
9. Engagement
  • Created my virtual engagement strategy, including developing open-ended questions, checkpoints and opportunities for feedback/participation?
10. Empathy
  • Considered the personal situation and context of the individuals on the call?
  • Prepared to demonstrate active listening and empathy for their situation?

By considering the components of a great virtual sales call and planning for these before the session, you’ll be more likely to accomplish your sales-call objectives.

Sales Training Research Report by Sales Readiness Group

About Ray Makela

Ray Makela is the General Manager of the Sales Readiness Group, A Part of SBI. He oversees all client engagements as well as serves as a senior facilitator on sales management, coaching, negotiation, and sales training workshops. Ray has over 20 years of management, consulting, and sales experience and writes frequently on best practices for coaching and developing sales teams.