The Audible-Ready Sales Podcast
The Audible-Ready Sales Podcast

Episode 44 · 2 years ago

Virtual Selling Tips & Tricks w/ Marty Mercer


You may have had to sell virtually before the pandemic, but now it’s perhaps the only way you can connect with a prospect. Now more than ever, you want to make sure you’re bringing your “A” game, accounting for the challenges remote selling brings (does video fatigue ring a bell?).

Marty Mercer, Force Management Facilitator, joins us for the first time to share insights and tips for differentiating yourself from the competition in the remote environment.

- How to adjust your own preparation cadence to ensure better success in the remote environment

- Why people check out or leave virtual conversations early and how to avoid this challenge

- How to immediately grab the attention of your virtual audience and manage the conversation in a positive and memorable way

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Here are some additional resources on virtual selling tips & tricks

Virtual Selling is Here to Stay: Maximize Your Results

Joining Remotely: 7 Tips for Great Virtual Sales Conversations

Lessons from a Sales Veteran [Podcast] 

Your ability to manage, control and own in a positive, powerful way this remote environment. That may be the single most differentiator between you and your competitor. And so, if that's the case, and that's why we got to be so good at it, that's why we gotta really enhance our skills in this remote rule. You're listening to the audible ready podcast, the show that helps you and your team's sell more faster. Will feat your sales leader sharing their best insights on how to create a sales engine that helps you fuel repeatable revenue growth, presented by the team afforce management, a leader in BTB sales effectiveness. Let's get started. Hello and welcome to the audible ready podcast. I'm Rachel Clap Miller, and today we are going to talk about remote selling. It's something that many of us may have been doing pre pandemic, but now it's so prevalent that it has likely impacted or changed how we sell in some way. Our facilitator, Marty Mercer, has been helping some of our clients navigate selling in this environment and he joins me today him already. Hey, Rachel, try to beyond with you. Thanks for inviting me. Yes, I'm happy. I think this is your inaugural visit to the audible. Ready for it is, it is my inaugural visits. I'm happy to be out a member of the team now and I know this is a topic that you're passionate about, you're working with our clients on and even there's research on it. Now I've we found a recent Mackenzie study that's showed more than seventy five percent of buyers and sellers prefer virtual interactions and through these interactions, seventy percent of them would purchase new solutions in access of fifty grand twenty seven percent of bdb buyers would purchase new solutions in excess of five hundred thousand dollars and fifteen percent of them would purchase new solutions and excess of one million dollars.

So people are becoming more accustomed to doing this, the big work virtually. So it's time to think about what does that mean for us as salespeople? Yeah, so that that was a recent study that came out and, you know, I sort of think of all of this pandemic selling is starting in March, because that's that's really when it started. So, as I was prepared for this podcast, it hit me. You know, one of our challenges on this topic of pindem excelling, virtual selling, remote selling, how do you want to think about it, is that we didn't have time to ease our way into it. It seemed like it was completely overnight. One day we could go visit customers and then boom, because of the pandemic and how most community shut down it all, it was overnight and so we weren't prepared for that. You know that. The fact that we had to start selling virtually in the pandemic, and so we just have been struggling with that. And yet here's this to Mackenzie study that says customers are comfortable in buying in that environment. So is this weird sort of dichotomy that they're saying it's okay, but we're feeling awkward about it. So I think that's what's fun about this podcast and fun on the things I've been doing with our customers. You can get over it. You can't get good at it your customers aren't comfortable with it, but you have to do a few things differently. So I'm that we're going to be able to talk about that today. Sure, and I think you mentioned you know sort of when when the pandemic head March. It did happen overnight and not only were we struggling with potentially a new way of selling, it was also our buyers needs were changing. So it was a perfect storm, so to speak. So now we're several months into it, we're getting our skis under us, so to speak. What are the struggles that you hear most often from sales organizations? What are sales people struggling with? Yeah, you know, I hear people say thing. We actually a surveying with one of our prospects customers, and they said things like well, it's as a sterile feeling this virtual you know, zoom, Webex go to being whatever tool you're using instead of feel sterile. They're so used to being facetoface and shaking hands and walking the halls or walk into the break... and getting a cup of coffee with prospects and customers, and so we just feel so very different to them. And then I think sellers and customers, because now everything is virtual, there's that virtual fatigue. You Zoom, one of the most popular or tools. People talk about the zoom fatigue all day long. We're clicking and cameras and so that's just kind of wearing people down. So it's impacting both the seller and the buyers on that. So let's talk about what what do we do as salespeople? And we are going through notes in advance and we boiled them down to three marry major areas that you need to be purposeful in and consider the wrote environment as you do them. The first is how you prepare. It's how you prepared. But let me let me throw this thought out too, because I think there's this ball here is important has been forgotten, which is the things that we sell, the things that our customers sell. Those products and solutions are still great and fantastics products and solutions in our customers business problems haven't change. They might have actually gotten even worse in the pandemic, depending on the kind of business that they're in. So the fact remains we have really great stuff. It helps solve customers problems. In some cases they're worse. We can't forget that back again. I think we've let the zoom pandemic thing cloud our vision and so we just have to I think we've got to keep remembering that. So first off, what I'm going to say. My personal thing is the precall prep is even more critical than it used to be. We always talked about precall prep before the pandemic, but here's my feeling. You just go ahead and assume you've got one chance to do really good on these calls. People's attention spans are shorter, you know, more meetings, they're at home to their kids and dogs and pets are there, and so the precall prep to me is probably the number one most important part of the meeting. The Art and... of professional selling, in other words, is even more important and it used to be before. So the way you own and manage the virtual meeting, I believe, will differentiate you as a seller from the competition sellers. I think that's that's super important. Doing more homework can prep on the front end. Yeah, and we all have our own habits for precall prep. We have our rhythms that we follow. How do you recommend sales people adjust them for those remote conversations? Well, I think I'M gonna say that most sellers are probably studying the company, reading the end of reports and they're publicly traded team case T to use those kind of things. But my feeling, I don't have scientific adva is on this is that we're not spending as much time studying the people that are actually going to be on the call, and so the odd the easiest and obvious way is linkedin. We need to study the individuals are going to be in that call as much as we study the company. You know, where are they from? Where do they go to school? What is their job history look like? Do you know what common connections do we have with them? Because I think the more you know about them, the more that you're going to be able to wrote relate to them with this virtual camera driven conversation. So I think it we got to do more research in general overall, but I think most sellers are probably not spending as much time on that personal and figuring out where they've been, where they might be going that that particular person on the call and what's going to be important for them, because you got to get that pretty darned hard on the beginnings of those calls so that they hear a reason why they should keep listening to you. Sure, and once you developed up with those personal connections, if you've done your research, that makes for a more a warmer conversation. And as I was going through some of the client x that you have done on this topic, Marty, I was that struck, but I thought, oh, that's a good idea. When you when you were talking about post... notes and writing down questions, because in a wroten, remote environment you can kind of hide those notes and it's so it's like so easy, so simple. I mean, I'm chuckling because this is just just makes me laugh. Right. You know, when we are front of people, for whatever reason that times we felt like we shouldn't show that we've done homework and we have notes in front of us. I always told people before the pandemic, Hey, have your notes in front of you, because I think so many buyers don't think sellers do that in much preparation. Right. Well, now I'm on camera now, I can have posted notes, I can have notes on my desk, I could have a second monitor and I could have my questions in a word document or whatever on a second monitor. There's no reason not to have all that information right in your eyes views so that as you're driving that conversation, you can look left, look right, look and look around the Monitor. There's all your questions, there's all your prep right there in front of you, so that that seems like sort of a minor thing. And yet one of the things that I think is super important for sellers is to be confident. So that research and then having the little post it notes, I think, will make you much more confident and I think if you're confident, you're going to sound better, you have a better quality meeting. Yeah, and it can be posted notes, but it could also be your value framework if you're a command in the message customer. Oh my gosh, every every call I do, every meeting, idea by hold of the value framework and I wave in front of the camera and I say, Hey, how many of you guys have your Value Framework on your desk? And more and more I'm actually seeing more and more have them there. I always talk about the value framework is being life is an open book. Test in the value framework. It should open book. There's no reason to not have the Value Framework Open on your desk. Reminders of discovery, questions, trap setting, questions, whatever it may be. It's you know, your company paid money to have that built. Use It, put it on your desk, have it over. Yeah, good, good, and also in a remote environment. You know, we've been on those calls where there's those conversations like are you going to share your screen? Am I going to share? Who's going to drive what? And you're and you're doing it on the call. Those are some things. If you've got a team of people on the..., that cou should be part of your prep to figure out who's doing what and when as part of the conversation. Absolutely, again, we would have said that before and ethnic right. We would have said, you know, the room? On our side? Who's going to be the quarterback or the NC or whatever phrase you like? From our side, in the cellar side? Who's going to answer? You know which objections? You should have been doing all of that. A lot of people probably worked because they got comfortable winging it. They thought they were you know, they thought they kind of had it all on their head. I'm a big believer in writing out the precall plan. What is the agenda? Who's going to answer what questions? Your team should be on the call fifteen minutes prior to the start of the call and during those fifteen minutes you have your your screen up, you're sharing the screen, the document that you intend to show so you can say hey, can you see my screen? To your team. It confirmation of that and then you're on the call, so that now when the customer quote walks into the room, your team is all there. You don't have to say hey, MR and Mrs Gustomer, can you see my screen, because you already know it's is there. So that's all part of that prep and that. So that is more prep and practice, I think, than perhaps you had to do before, because you don't have to worry about and you see my screen. But if you're not doing that with your team and you're not getting on fifteen minutes early, I think that's a habit as have it we're in now. We always get on fifteen minutes ahead and time. Yeah, I think in some cases, now that we're in this environment, we're almost prepping those technical things that we didn't really have to worry about we're in person. And you should also have a plan if somebody loses internet or somebody's zoom crashes, to make sure that somebody else can pick up the slack. Yep, absolutely slack. Pick up the slack. Hot will on slack. By the way, you shouldn't. You should have a back channel. Back to that conversation about prep and practice and preparation. We use slack as the back channel when we're doing our calls so that if you and I were on the... and you send me a message you didn't want to say it out loud, I got slack on my right hand monitor right there. So that's that's part of being as part of being great than that. But the practice. So again we do address rehearsal every single time we do one of these big meetings and we get on the call. We get on the call with a couple of members from the customer. We internally are just using that as our own prep and practice for making sure the customer has no issues with Zoom. Sometimes things can get blocked we're using zoom. Sometimes other customers want to use a different tools. That means we've got to get used to the other tool. So that technical what I called dress rehearsal, is very important. Ten days ago, Hurricane Zeta, I think it was, came roaring through Atlanta and I lost my Wifi. The good news is it didn't really matter because I'm presenting. Will get into more detail in this in a few minutes, I think, but I'm I present from my IPAD. So when the Wifi went out, it didn't matter. It dropped a cell and I kept presenting and didn't miss a beat. But beyond that we're very redundant. And so I knew that Shannon on our side in North Carolina, she had the presentation already cut up. So if I went down she would boom, share her screen and I we just keep talking. Yeah, that is that is super important. But the the the IPAD, cell based tablet is a great way to make sure that that doesn't impact the main presenter. Yeah, it's good to have have a backup. I remember, I think it was one of the first webinars I ever did at force management. The whole building lost power five minutes before you're supposed to start. Oh my God, but I had a back up jet pack. So I was I was ready. But electricity is important, right. Yes, yes, it is, it is. So you mentioned a few minutes ago, Marty, about the agenda. So let's I'd like to back up and and dive in on that point a little bit. Planning that agenda and the flow of the call. What am I...

...doing here to make sure I've got that flow right? Am I adjusting my prep in a remote setting. Well, a I think what? As I said earlier, whatever you did before, you need to multiply, like by a hundreds. So I mean that's for the hyperbolic, I guess. But if you were spending half an hour preparing, maybe you need to spend an hour. So one of the phrases that I've used all the time, I didn't make this up, comes from Stephen Cutty the seven habits of highlot successful people. One of them was start with the end in mind. So for any call you're on, first call, second call, a final big presentation meeting with the economic fire to verify or think, whatever happens to be, you need to with your team, figure out where do we want to end this conversation in this meeting? That would be a positive outcome for us, in a positive outfu outcome for the customer. And then back up from there so that when you open the call and point a, point B, point CEE, etc. You end up where you want to get. Most people started their agenda with the opening remarks, the introduction. What I want to do is say hey, how'm I going to conclude this call? Then the backup, backup, backup. So now you know where to begin and then you'll get to where you want to be. That is a bit of a behavior change for most people. That's not something they're probably in the habit of doing. Starting by building the agenda for the end in line. Yeah, that's a good point. You know, we just published a podcast with frank as Aleno and we talked to frank about his how he prepares your sales calls and how he, you know, extuecutes the sales process, and one of the takeaways from that is to not try and do too much for the call. Have one specific next step that you're trying to get to and he says he'll he uses post it notes and he will post it, use a posted out and put that next step on his computer to keep the call focus, keep him focus on what he's trying to drive through. I think I say this is lot. Less is more. I know some people they want to cram too much. People try to cramp too much in the meeting. I think less is more and the buyer is going to appreciate the fact that you...

...can go one, two, three, boom. Hey, to be accomplish my goals at a great let's get back on the call next Thursday or whatever, the next step. Yeah, so if we if we think back, you know, to selling remotely, doing all this, virtually everything you're doing, or times in a hundred and right, as you said, and it's important to think about the environment that your customer, your buyers and people you are on the call with our in and it is easier for them to drop out of a call when when it's a remote you know, sometimes when they're in a room with you, they're more likely to stay, but if they're on a zoom it might be a little bit easier for them to bail and cut out of the call. So that's also something that we should think through as we're preparing. Yeah, you make a great point. How many times has somebody actually have the facetoface meeting, gotten up and left and said this isn't working for me. I mean that maybe you can remember one or once or twice in your career. Maybe they've wanted yeah, but but now that we're remote, remote, it is easier. They can just click leave, right. But I think even more subtle that, maybe even worse than that, to be honest with you, is the person who's there. You can see their face, but they checked out mentally. There they're doing email. There, look ahead their phone. You know something else is going on, and so you think they're there, but they really don't. It's so here's here's what I think the reason why people can check out or would leave said they're not hearing anything. That's saying to them you've got something that's going to impact me again every you got to remember this. This is important. We're talking about sellers being on zoom and at home. The buyers are for the most part, at home. They've got the same distractions we have, right, and so there this is zoom. Fatigue is taking over meeting after meeting, at for meeting, and so if they know here something good, impactful, powerful for them, when the call starts, they might want to physically...

...leave or they might want to sort of mentally check out. And if you've got multiple people on the call, I get this question a lot from our customers. What do we do and there's multiple people? Well, my first answer is, what did you do in your facetoface that multiple people? You talk to them and said, Hey, Bob, I know these are your issues. Going to talk about that, Sally. He's issues were going to talk about that. You kind of pop around the room. You got do the same thing. UN Zoom real quick, boom, boom, boom. I knew you got these different issues. We are going to talk about it. We got thirty minutes. We're going to we're going to show you how we can impact each of your issues and challenges within that thirty minutes. It's just even more important to kick off so they hear you recognize that their time is crunched and they hear you sounding like that you know something about their business, I think they'll be less likely to check out. Yeah, you make a good point too, Martie. It's you may notice it more more in a remote selling environment, but it's not necessarily the technology. It's the value providing in the call. And if you are providing a valuable call for the people on it, they will stay with you said this earlier. Your ability to manage, control and own in a positive, powerful way this remote environment. That may be the single most differentiator between you and your competitor. And so if that's the case, then that's why we got to be so good at it. That's what we got to really enhance our skills in this remote world. Yeah, so as we think about how we manage, control and own the environment, a part of that is how we are engaging people on the call. You just kind of ran through some quick tips how you're keeping focused, keeping your audience focus on what you want them focused on. What are your tips for continuing to do that throughout the conversation? Well, one of the things you know, we talked about this remote persona. Who are you on camera? Right, and so at times we've heard about people saying that you may need to change your remote persona. It's I've been thinking about...

...this a lot. We didn't have to worry about this until March of this year, right, so we had this. We're in the same new world that all of our customers in in prospects are in. But as time is gone by, I mean I was a guy that spent twelve years in front of a live audience. I love the feel of the live audience and I have to say I was a little apprehensive about it when this first started. But what I have learned, what I believe, is that you you shouldn't change who you really are in this remote persona world. So if you if you are sort of outward person who communicates with their hands and their eyes and their face, the way I'm doing right now, then keep doing that. If you like to drop in a few little jokes every now and then or use humor to as an advantage, keep doing that. What I think is happened is that people have said to themselves, well, this is remote, it's on camera, I should be different, and now they're trying to be something that they're not and creates discomfort comes across clearly on the camera. So I think your remote persona is your persona. It's whoever you are. Just understand that. you kind of embrace it. Figure out what how you would be facetoface and be like that. I think the more I tell our customers I try to make this remote environment as close as possible what it was facetoface, so that it has as close as possible as that feel and less of this artificial camera deal. Yeah, and your body language is is a good part of that. But so right now I'm staying I think we'll have talked a little bit more about about about that in just a few minutes. But you are significantly more energetic and, I believe, significantly more you when you are when you are standing, smile. I mean right now, you know, you can just you and I you're a big image on my screen. So smile. There's no reason to not smile because you have awesome solutions.

That fixes big problems right and these customers have been struggling to solve those problems. So the reason why you're smiling is, Hey, I got something that can that can really help you. I think the way you dress. Now I'm not saying get all dressed up, but if we were business casual before you where you know, slacks, Kacki's whatever, in a collar shirt, and you should do the same. So I am. I am dressing exactly the same. The sound a little funny and hockey even to the point I'm not wearing my ten isssues. I'm worried the actual shoes that I would have warned if I was in front of the audience again, this theme of trying to make it feel as if you really are facetoface. So the whole in, you know, the whole environment. You got to figure out a way so that a look, you look good and just sound good. That's what I'm get I'm really insane. Yeah, that actually makes me think of a tip. They would give you an even in college when you were working with recruiters and doing your phone interviews, they encourage you to dress up because when you're on a phone interview and you're in your pajamas you're not in that business mindset. So actually dressing up for a phone interview impacts how you might answer the questions and communicate to a recruier or whatever. So safety. I see a lot of t shirts and Ali I see a lot of take shirts from our customers, and that's okay. They can dress, they can dress have it however they want, but I think if I'm selling I want to be maybe just just a little bit above him. Is So just put a collared shirt on for Gosh Gosh Sakes right right off the bat. That that'll help you out, I think. Yeah, if you do nothing up. We mentioned before about sharing your screen and technical preparing for the technology, but that's also a key part of engaging the people during the meeting and when you're trying to share documents. You want to think through how best you can engage them while you're sharing documents or score slides with them throughout the conversation. Yeah, and so the you may have several things that you want to show and and...

...or might even be something on the web that you want to show. So before every meeting, again, that's why we get on at quarter of at worst, I have every document and or if I'm going to show something on a Web page, I have everything. Oh, so all I have to do is jump to that document, jump to that tab if I'm going to show something on the Internet, and I and we will just kind of pop around on that in that fifteen minutes just to make sure that everything's lined up and ready to go. Now maybe you want to share. Maybe you need to email the document ahead of time. So make sure that that gets done so they can pull it up. If that's the that's the right thing to do. And then the other is is this whole idea of Whiteboarding, I think in many cases is again in pre pandemic. When you're facetoface, that would be some kind of boarding. You might draw schematics and draw designs and draw workflow, whatever it may happen to be. Keep doing that. All of these web tools have a white boarding capability. You can also use an IPAD or a tablet like that that allows you to draw with the pen and pencil that comes with those devices, and so I've gotten great impact by using my ipad and drawing on it. So, in other words, I'm just going to keep repeating this mantra. Make it be as close to possible at would as it was when you were facetoface, and I think the more you can do that, I think the more success you're going to have. Yeah, another thought. I this happened to me recently too. You may want to ask if anybody's just going to be in the car or not going to be able to be on video in person for the meeting, because those are something you may want to send them the deck in advance so they can look at it or have it with them, have a reference point for the conversation, if it works with security issues and all that, or or chat with your champion coach ahead in the call. Hey, is everybody got to be in a room? Is everybody going to be on camera? We think camera is important. Your champion. That is anybody not going to be available? Are these? Anybody going to be moving in a car and you know these.

There a way to make that not happen? Should we adjust the time? And maybe you have to do that. At least now I know ahead of time who that person is going to be. We're going to be in a car, and so I got some time perhaps to try to figure out a way to make that be more impactful. then. Yeah, and when you are presenting, I know you can't discount the importance of your energy. Mar Do, you always have great energy. So you're the perfect person to talk about this. Well, people say you know people say that, and I've been doing this long enough not to know that. You know that I do. Part of that is just who I am. I mean part of it is I think what I sell, regardless of where there was twenty five years ago or today. I think that what I have to offer has big impact on people's business and big impact on them personally. So I think number one that's that's should make you be energetic. But the other thing that I think is important is to stand up. Right now, I'm standing up. Every single every single mete or call I do is standing up. I have a standup desk. I got it probably six seven years ago. Really was a big change. They say sitting is the next smoking and said everyone should be standing up and you're just better when you're standing up. You're able to speak using your diaphragm, your voice is stronger, it's easier to smile, you can use your hands if you're a hands person, because I am so again, but I'm standing up. It feels a Zif back before the pandemic. So I would if you don't, if you can't, get a stand up desk, I figure out a way to elevate your monitor, elevate your pc in and stand up. You are just better just by staying up and it comes across. People feel it the way you just said. You know you're feeling it for me and again, if that's just one more reason why they buy from you, then stand up. Yeah, we always say sales is a game of inches and those inches matter. Little little things matter, and I I know you have some great engagement tips as as you execute the conversation. The first one is starting with open end question early on, and...

...this also those to that point that you talked about making sure you're involving everybody on the call. Yeah, so I think the beginning of the call. You know, I called you called the opener call of the grabber. I think there's multiple ways you can. You can do that to kind of get people engaged instead of the traditional Blah Blah Blah, here's origin, Blah Blah Blah. From many people. That's just a cute that says, oh I, that's just the standard opening. I have two or three minutes before I have to pay attention, right. So I think the way you can start, or consider starting, is with what I call the grabber. could be a powerful, provocative opening. The question the kind of throws throws them a curveball. They weren't expecting that. Now they know they have to respond and now you know you're immediately getting them engaged. Another way would be what I call a startling statistic. That would be specific to the kind of business they are in. A big number or small number. That would really get in thinking in a provocative way. The third option is tell a story, and I don't mean tell a story like you would when you're at home. Tell a story about a customer viewers that has the same business on the this prospect has that bought what you're pitching to them and can talk about it in a measurable way. That's a story. You would call that a proofpoint and that could be an opening that really gets the conversation going. Yeah, and and as you are actually cutting that conversation as always, and this is this is pre pandemic, post pandemic in the pandemic, listen more than you speak. That is a hard thing to do. I will admit it's it's a hard thing. It's a hard thing for me to do, and so obviously I tell you what I do. When I ask a question and I want to make sure I get that that prospector customer to really think about the answer, I ask it and then in my head I say shut up, and I am I head. I do this. I just zip the lips right and I know that's a coofy silly thing, but in my head that's what I say. I want to get a quality response from the person I'm asking the question to, I am going to ask it, open it, but that...

I'm going to be quiet. There may be that awkward few seconds where that person you're asking the question to they all stud realize, oh, he actually wants me the answer in a well thought out way, and so you got to get time. You got to give him time to do that and when you do, you're got to get a better answer. You could dive in deeper and I actually think that most buyers appreciate the fact that you gave them time to formulate an answer instead of the traditional cellar way, who's got a dhd and just jump in? Well, I think I know the I think I know what your answer is, and now you've just ruined the whole conversation, right, guess. So, true, so true, Marty, you've done a great job breaking down a lot of these tips and and just some things for us to think about, maybe in a different way now that we are doing much of our selling over web calls. If you were to sum all this up, what is the bottom line for us who, those of us who are managing our sales process in this remote environment? What would you give us as a final thought? Yeah, so I've been thinking about what would what is that final thought is? So what occurred to me is that the first time, when you were a kid you started trying to learn how to ride a bike, you fell down a bunch, got some knee skinned up, some elbow skinned up, and I'm sure that we all felt very frustrated by that. Maybe there were some even tears involved with that. But if we kept at it within a rebby short amount of time, we mastered it. Now, if you flashhord do when you're sixteen, seventeen, eighteen years old and you're working on I get your driver's license. You started driving a car, you were nervous and anxious about it. It was there was some probably buffy lurches. Know, you hit the brakes too hard, you hit the gas too hard, but over time you mastered it, you got good at it. All remote selling is it's the same kind of thing. Right now, am I feel bumpy, it might feel uncomfortable, you might be frustrated with it, but if you keep working at it all some of the tips we just talked about, you're going to master this skill and in... opinion, this is the new normal. Just stop complaining about it, embrace it, become an expert at it, and I really do think you're going to differentiate yourself from your competition because they'll see you've mastered the ability to sell remotely in a pandemic. That's great, and manage control and own on the remote selling environments here to stay. It is. Marty, thank you so much for joining me on this episode. I enjoyed our conversation well. I'm glad to be on here and I hope it's helpful and impactful and hope people sell more whatever they're selling because they listen to us. Awesome, and I do as well, and thank you to all of you for listening to the audible ready podcast. At force management, we're focused on transforming sales organizations into elite teams. Are Proven methodologies deliver programs that build company alignment and fuel repeatable revenue growth. Give your teams the ability to execute the growth strategy at the point of sale. Our strength is our experience. The proof is in our results. Let's get started. Visit US at force MANAGEMENTCOM. You've been listening to the audible ready podcast. To not miss an episode, subscribe to the show in your favorite podcast player. Until next time,.

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