THE PROBLEM WITH REMOTE MEETING TOOLS Video conference tools are flawed, as they force the presenter to disap- pear and allow the static slide deck to completely take over, thereby elimi- nating eye contact and disconnecting the viewer(s) from the presenter – and vice versa. As a rule, existing remote screen sharing tools do not allow the presenter to create an interactive and memorable remote meeting that engages the audience at all. • During remote presentations, un-engaged or disconnected customers rarely remember you or your pitch.
• Sales teams have a tough time dif- ferentiating themselves and build- ing trust using standard remote presentation tools.
• If customers don’t retain your information, the chance of them buying your product or services decreases dramatically.
• It is much more difficult to man- age customer expectations and keep customers happy when they have difficulty focusing during project update meetings and don’t remember information pre- sented previously.
Ultimately, poor customer engage- ment often leads to unhappy or dis- satisfied customers where long-term trust in not being created.
MITIGATION STRATEGIES All sales calls – from initial customer discovery calls to critical project update cadence calls – need to be transformed to deal with the challenges of the new normal. Based on the principles of neu- roscience, I have discovered a number of things that can be done to counter the effects of fatigue and dramatically improve the engagement of your next remote meeting.
1. Executive presence Your remote meeting presence is not just making sure your camera is turned on. You must stand out and make an impression, just like you would in an in- person meeting. Your deck is respon-
SELLING TIP
The Time-Honored Profession When you become a salesperson, you join the ranks of the most ancient and prestigious society the world has ever known. To function, the world depends on me and every other salesperson doing his or her job. If we stopped working, everything else would grind to a halt. There’s never been, and probably never will be, a time when the world isn’t totally dependent on salespeople and the services they offer. We can – and should – take great pride in our tradition. Salespeople have always been among the pioneers who blazed new trails through- out the world. Traders set up the ancient camel routes that still traverse the Gobi Desert in Central Asia. Such famous explorers as Columbus and Magellan mapped uncharted seas as they sought new markets for world trade. The energy of traders drove the exploration of much of our own country. At the forefront of every worthwhile enterprise in mankind’s recorded history, salespeople have stepped out ahead of everyone else, and have been first at discovering new opportunities. Few other occupations have offered the same opportunities for rapid advancement. Far more than most, salespeople are in control of their personal destinies. They are free to use their imagination, ingenuity, and creativity in ways others can only dream about. Salespeople have many more opportunities to travel, to meet new people, and to have exciting and educational experiences. They often work in a world of glamor and romance. I felt like Alice in Wonderland when I first discovered the pure magic
that a salesperson’s life can be. I only hope that I’ll never have to go back through that looking glass...and I hope you feel the same way!
– LLOYD ALLARD
SELLING POWER SEPTEMBER/OCTOBER 2022 | 11 © 2022 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
VIDEO: HOW SETTING INTENTIONS IMPROVES YOUR SALES PERFORMANCE
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