We (salespeople) are used to informal conversation formats with buyers and customers. This is especially so if you have only ever done field sales. Virtual calls are of a different nature. The virtual sales environment is sterile. There social cues and signals are not available the same way they used to be, even when the buyer has the camera turned on. And the prospect has you right in their cross-hairs. Your audience can turn off their cameras, they can shut down feedback cues and even engage in other work. We need a whole new way of approaching the virtual sales conversation that in particular requires more planning and dialogue that gets more reactions.
We (salespeople) are used to informal conversation formats with buyers and customers. This is especially so if you have only ever done field sales. Virtual calls are of a different nature. The virtual sales environment is sterile. There social cues and signals are not available the same way they used to be, even when the buyer has the camera turned on. And the prospect has you right in their cross-hairs. Your audience can turn off their cameras, they can shut down feedback cues and even engage in other work. We need a whole new way of approaching the virtual sales conversation that in particular requires more planning and dialogue that gets more reactions.
We (salespeople) are used to informal conversation formats with buyers and customers. This is especially so if you have only ever done field sales. Virtual calls are of a different nature. The virtual sales environment is sterile. There social cues and signals are not available the same way they used to be, even when the buyer has the camera turned on. And the prospect has you right in their cross-hairs. Your audience can turn off their cameras, they can shut down feedback cues and even engage in other work. We need a whole new way of approaching the virtual sales conversation that in particular requires more planning and dialogue that gets more reactions.