What are the advantages and difficulties of distance selling?
Posted: Sat Feb 22, 2025 6:26 am
What are the advantages and disadvantages of distance selling?
Let's look at this question and then discuss how to address them in the next section.
The biggest challenge, and the reason most old-school sales reps think you will fail, is this:
Distance selling makes it more difficult to establish personal contact.
According to Albert Mehrabian's book Silent Messages (1971) , communication between a salesperson and a prospect is:
7% words spoken
38% tone of voice
And body language 55%
Whether this division is accurate or not, the fact denmark cell phone number list is that a lot of communication is lost if you can't see each other.
With video calling software , you can see each other and read body language, but this technology by itself never completely solves the problem.
A big part of what we'll cover in " How to Sell Remotely Like a Pro " is how to navigate this challenge and make the most of it, no matter what.
It's harder to stay motivated if you have less personal contact.
Most salespeople are extroverts. We need to fuel our energy by connecting with others. If you don't see your prospects, it's not easy.
This is one of the reasons why it's important to be as kind as possible (it helps get the juices flowing) and also a big reason to build daily habits .
But: Remote selling makes you much more productive
Despite the two major difficulties we have just mentioned, the advantage is enormous: distance selling massively increases your productivity.
Let's look at this question and then discuss how to address them in the next section.
The biggest challenge, and the reason most old-school sales reps think you will fail, is this:
Distance selling makes it more difficult to establish personal contact.
According to Albert Mehrabian's book Silent Messages (1971) , communication between a salesperson and a prospect is:
7% words spoken
38% tone of voice
And body language 55%
Whether this division is accurate or not, the fact denmark cell phone number list is that a lot of communication is lost if you can't see each other.
With video calling software , you can see each other and read body language, but this technology by itself never completely solves the problem.
A big part of what we'll cover in " How to Sell Remotely Like a Pro " is how to navigate this challenge and make the most of it, no matter what.
It's harder to stay motivated if you have less personal contact.
Most salespeople are extroverts. We need to fuel our energy by connecting with others. If you don't see your prospects, it's not easy.
This is one of the reasons why it's important to be as kind as possible (it helps get the juices flowing) and also a big reason to build daily habits .
But: Remote selling makes you much more productive
Despite the two major difficulties we have just mentioned, the advantage is enormous: distance selling massively increases your productivity.