Do you struggle to build relationships virtually? You are not alone. In fact, Harvard Business Review confirms that building new relationships is especially difficult in a virtual world. While there’s no shortage of suggestions on clever rapport-builders, insightful questions, or engagement technology designed to make relationships grow more easily on-line,
Got ONE MINUTE? And want to know the ONE THING you can do to immediately improve your connection with your customer and increase interaction on virtual sales calls?Always start with full video. 90% of the salespeople I coach are making the mistake of starting a video call already in a
May I have your attention, please?! … Gosh, if only it were that easy! I’m sorry to say that virtual interaction rarely happens on its own. Meaning that, as the salesperson, it is your responsibility to create both the desire and the opportunity for your customer to easily interact with
According to Gartner, 80% of B2B sales are expected to take place virtually by 2025. Don’t believe me?! Check out their projections here. Very few sellers I know will be applauding this news. Here’s why: we are only one year into the pandemic and virtual sales calls and meetings have
Stanford University recently published an interesting study on the causes of ‘Zoom Fatigue.’ Researchers identified four main causes, one being: *Excessive amounts of close-up eye contact is highly intense While I don’t disagree with the study’s overall conclusion, I do disagree with the advice springing up around it suggesting people
Virtual selling may have your team reaching for the panic button – customers are different, technology is changing by the minute, and competition is as stiff as ever. When a marketplace changes so dramatically, sales leadership so too must change/adapt and prepare for sales calls in an entirely different manner.