VIRTUAL SELLING
“a higher degree of intimacy and trust within a matter of seconds.” This con- clusion applies to sales as well. So how do we replicate something
as subtle and ubiquitous as a hand- shake when we can’t meet in person? To increase our chances of success,
in addition to all of the traditional selling skills, we need to focus on the three E’s of connecting virtually: energy, engagement, and empathy.
#1: ENERGY Zoom fatigue (and virtual meeting fatigue in general) is real. A Harvard Business Review article, “How to Com- bat Zoom Fatigue,” suggests that be- ing always on camera, focusing directly on the other person, and being forced to be “always on” can be emotionally and mentally draining – yet we’re do- ing more virtual meetings than ever. As sales professionals, the need to show up like you’re there in person is even more critical now – even if you’ve been on six hours of virtual meetings with no breaks. So how do you show up with energy? • Block out transition time. Don’t allow your calendar to be booked back-to-back with important meetings. Quality over quantity will win every time with online meetings.
Virtual Selling: Connecting and Developing Relationships
with Buyers Remotely RAY MAKELA, CEO AT SALES READINESS GROUP
The handshake has gone away – maybe for good. Selling is different right now, and we have no choice but to adapt.
In a (pre-COVID) study, management experts at the University of Iowa de- clared handshakes “more important than agreeableness, conscientious- ness, or emotional stability” when
analyzing interactions during job interviews. Countless other studies have shown
that a handshake can improve the quality of an interaction – producing
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• Take a break and take time for yourself. Use that 15 minutes be- tween meetings to step outside, get some fresh air and sunshine, and breathe. Time away from the screen will help you stay more alert when you are in front of it.
• Move around before important meetings. My colleague has a mini trampoline where he bounces before a video shoot or important virtual meeting. It gets the blood flowing, increases energy, and changes how you show up. A set of air squats, pushups, or jumping jacks can do the same thing.
• If you have a standing desk, consider standing for impor- tant meetings. According to the Forbes article “Why You Shouldn’t Give a Presentation Sitting
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