Remote work has changed the landscape of business over the last few years, and perhaps no area has been affected more than the sales process. Today’s guest on The Clarity Advisors Show is an expert at guiding teams through those changes.
Joe Pici is a master sales trainer and coach, known for teaching his clients how to book more appointments and close more business. In this episode, Joe and host Ken Trupke talk about what has changed with remote work and what’s still true in the world of sales.
Timestamps
(01:02): Pivoting for success in a remote environment
(02:15): Setting expectations
(03:23): Challenges with accountability
(04:36): Successfully leading a remote team
(05:53): Communication is key
(06:48): Riding along remotely
(08:21): The qualifying phone call
(10:02): Video calls vs. phone conversations
(12:31): Keeping prospects and customers engaged via video or phone
(14:10): Using the DISC behavioral model
(15:17): Tips for building rapport
(16:25): What’s working and not working in the remote world
(18:56): Setting the right expectations
(20:33): Benefits of having a remote team
(21:44): Hiring the right people
(23:18): Upcoming training opportunities
Episode Quotes
“I think we have to stop selling a sales position and start qualifying the sales (candidate).” (Joe)
“If I’m a leader, I want my people to have access to me and know if they need help, that’s what I’m there for.” (Joe)
“In a world of remote sales, we’ve got to become experts at an initial qualifying sales call that will reduce wasted meetings, reduce wasted time, and increase closing ratio because you’re sitting with a qualified person.” (Joe)
“I believe in that initial meeting as a qualifier because I see people driving all over the place. They don’t want to go into an office, but they don’t mind going into somebody else’s office.” (Joe)
“A very succinct, high-quality initial meeting is going to get you a better meeting. So, when you get to the second meeting, there’s a good chance they’re not going to be alone because you’ve created enough interest that now they may bring some decision makers into meeting number two.” (Joe)
“If I learn how to speak their language – not to manipulate, but to communicate – we’re going to have a better meeting.” (Joe)
“I think you can build synergy and teamwork. But the old-fashioned culture thing where we all wear the same shirt, and we all fly the same flag. The minute things went virtual, there was a lot of freelance going on.” (Joe)
Follow/Connect with Joe Pici
- Phone: 407-947-2950
- Text “Sales Edge” to 55678
- joe@piciandpici.com
- Joe Pici on LinkedIn
- piciandpici.com
- sellmorevirtually.com
