You're struggling with virtual negotiations as a Sales Engineer. How can you close deals successfully?

1 Master Tech

To excel in virtual negotiations, you must become proficient with the technology at your disposal. This means not only understanding how to use video conferencing tools effectively but also how to share presentations and demos smoothly. Ensure your internet connection is stable, your audio and video quality are clear, and you are familiar with the software's features. This level of preparation shows professionalism and reduces the chances of technical glitches that can disrupt the flow of negotiation.

2 Build Rapport

Building rapport in a virtual setting requires a different approach compared to in-person meetings. Start by setting a warm and welcoming tone at the beginning of your call. Use small talk to break the ice and engage in active listening to show that you value your prospect's input. Remember to maintain eye contact by looking at the camera and nodding to acknowledge points. These subtle cues can help establish a connection and make the interaction feel more personal.

3 Present Clearly

Clarity in your presentation is crucial in virtual negotiations. You must articulate your points succinctly and ensure your visuals are easy to understand. Avoid overcrowding slides and use diagrams or charts to explain complex concepts. Practice your pitch to keep it concise and impactful, and anticipate questions your clients might have. By presenting your solutions clearly, you help the client see the value in what you're offering, making it easier to move towards a deal.

5 Follow Up

Following up after a virtual negotiation is just as important as the meeting itself. Send a personalized email summarizing the key points discussed and next steps. Attach any additional information or documentation that was promised during the call. This not only shows that you're organized and attentive but also keeps the conversation going. Prompt follow-up can often be the difference between a deal moving forward or stalling.

6 Close Confidently

Closing deals virtually requires confidence in your approach. Summarize the benefits of your solution and how it meets the client's needs. Be clear about pricing, timelines, and any guarantees you offer. If you sense hesitation, don't be afraid to ask for the sale directly. Sometimes clients need that final nudge to make a decision. Be prepared for different closing scenarios and remain adaptable throughout the process.