The Coronavirus presents us all with new challenges. Virtual sales meetings are the new normal, and many salespeople don't feel comfortable in this setting. Here are five tips to help you look professional and feel confident in virtual sales meetings.
1. Practice, Practice, Practice
As usual, practice is the most important part of the equation. Switching to virtual sales meetings brings up many questions.
-Do I appear calm and collected?
-Is the camera aligned at the right angle?
-Can the customer hear me well enough?
All these questions are difficult to answer without external feedback, so it is helpful to schedule test calls with friends or colleagues. Sales teams should regularly schedule test calls between its members to practice and get the feedback necessary to perform confidently in customer meetings.
2. Appearance
How you look is also very important. Even if you have been stuck at home the whole day, your customer shouldn't be aware of it. Your client expects a professional sales meeting, so you should look like a sales professional. Even if you are working remotely, wearing something you would wear at the office will help you feel more self-confident and look more competent.
3. Background
Everything that appears in the camera should look professional. The best background for a virtual customer meeting is a white wall or a bookshelf. If you don't have the right background at home, many tools offer background blur capabilities.
4. Body Language and Facial Expressions
Every salesperson should know the rules of persuasive body language. Sitting straight with the shoulders back and offering a firm handshake are the very basics. Excluding the handshake, the same principles also apply for virtual sales meetings. Sitting straight and upright in your chair will make you look self-confident and competent. Talk to your customers as you would talk to them if you met them in person. Try not to get irritated by things that are happening around you and give all your attention to your customer. The customer will notice if you are distracted, and this can negatively affect your sales process. Avoid looking at your phone during the conversation without alerting your customer.
5. Equipment
Having the right equipment will avoid technical complications. A good headset with an integrated microphone can keep background noise from disturbing the conversation and help you better understand your customer. You also need to know how to use different tools.
Knowing the agenda of your virtual sales meeting inside out will help you respond to any situation. Preparation is everything. Practice with your team, make sure that you look professional and get the right equipment.
Our expert on sales enablement, Benedikt Kramer, will be happy to help you develop and implement your sales enablement strategies.
