Virtual Selling Process Due to Internet and Covid

Sales Management
Knowledge Center

Paul Edgard Clemencon
Director, Switzerland

Virtual Selling Process Due to Internet and Covid

How will companies adapt their approach now that personal selling, especially in B2B, is being disrupted due to the COVID-19 pandemic.
Does this influence the standard 7 steps of the selling process? How?

  Buddhika Kumarasinghe
Manager, Sri Lanka

7 Steps Will Remain in the & Steps Sales Process

When in a situation like this, my view is the standard 7 steps of the sales process won't be changed. The only thing is they have to be adapted in every stage with online solutions. Our success will depend on the way and how fast we can adapt them to the new environment.

  Gandhi Heryanto
Management Consultant, Indonesia

Influence of Covid-19 and Technology on the 7 Steps of the Sales Process

In my opinion, the impact of the co-19 pandemic on the selling process has been largely overcome by technology! Technology has changed business, disrupted entire industries but also for the sales process, from prospecting to closing, we can now use technology. Cellular, big data and cloud technology can support and speed up the standard processes such as the 7 step sales process. Big data can be used to analyze customer behavior and buying habits, and also to search for prospective customers. One thing that changed due to pandemic is the way you communicate. Suppose your prospective buyer is now working from home because of covid-19, then you must understand what communication channels are now most effective.
So in principle, the 7 steps of the selling process did not change, but you can and must run each step now using the technology that is available.

  Jaap de Jonge
Editor, Netherlands

Networking is the Cause and the Savior of Covid-19

@Gandhi Heryanto: I think you are quite right in saying that communication technology (internet) is the savior in these ...


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