“We change the way we sell when people change the way they buy.”
When was the last time you asked someone if they had a facial tissue you could use? Have you ever asked, “Do you have a Kleenex?” Brands sometimes define categories; Zoom has managed to become a noun and a verb and, for the time being, one of the most popular video messaging platforms.
A May 12, 2020 article in Forbes reported that many of the top technology companies will continue to allow their employees to work from home for months – or longer. These include Microsoft, Yahoo, Twitter, Slack, Zillow, Amazon, and Facebook.
The success of virtual salespeople will depend on what the virtual buyers are expecting based on what the salesperson’s competitors are doing. Remember, the best story wins, not necessarily the best product or service.
Some of our clients are having their best year yet; others are trying to break even and some no longer have a website. The ability to compete virtually can be a make or break skill for you and your organization.
I’ve created a white paper to help you in your efforts to adapt and change, “5 Ways to Deliver Lousy Virtual Presentations – and How to Avoid Them.”
They are presented Letterman style from #5 to #1 and #1 may shock you. It addresses the causes of “Zoom fatigue,” Virtual Best Practices (VBPs), three areas where you must be prepared and more.
Have your team members participate in a Zoom session hosted by you or one of your sales professionals. I will join and give coaching on the three critical areas of virtual presentations: CONTENT, DELIVERY, and TECHNOLOGY. A follow-up report will give you ideas for short-term and long-term changes.
I can also help you design or modify an existing room in your facility to maximize its effectiveness for virtual presentations (sight, sound, etc.) all by via a virtual connection, and your portable camera or onsite.
Email me for details.
A Final Resource For You
The Chuckisms, or my quotes and words of wit and wisdom on the topics of sales success, change, leadership, customer service, and more, can be found here. They are increasing and they are being updated to include a single-page article on each one. Look for a “MORE” button beneath each Chuckism. The articles or their text can be repurposed for:
- Newsletter fillers
- Presentation emphasis
- Springboards for icebreaker discussions
- Thought-for-the-Day content
Use the coupon code chuck2020 at checkout for free access as one of our readers; no credit card required.
For more than thirty years Chuck Reaves, CSP, CPAE, CSO has been developing forward-leaning sales processes, technologies and leadership principles to help organizations raise their prices and their volumes simultaneously.