Is selling remotely just a matter of using the phone and internet? Yes.... and No. Selling remotely changes your tools, but it also requires a different mindset and unique skills.
On the bonding and rapport side, we lose much of the body language of a live meeting. We also loose the physical touch of a handshake, and physical presence. Expect it to take a little longer to develop strong bonding. And yet, meetings are often shorter, due to the venue. As a result, we may need to have more calls from initiation to close.
More broadly, successful selling in any venue is a combination of behavior, attitude and techniques. Our behaviors will change in remote selling, shifting to online meetings, webinars, and phone calls, as opposed to networking events and trade shows. Being able to manage an effective video call is a critical new skillset. Learn the tools.