Virtual selling is the new norm. The primary objective of a sales executive is to crush your sales goals in a virtual, video-first world. But are you making these video sales call mistakes?
Many businesses and industries that adhered firmly to handshakes and face-to-face meetings have been forced to shift to making sales over video calls. Anticipating and avoiding common problems is crucial to making sure your close rates are as high as they can be.
5 Common Problems With Virtual Sales Calls
If you want to have effective virtual sales calls, these are some problems you should try to avoid.
1. You can’t see each other
Video call platforms like Zoom can offer a human connection that cannot be matched by a phone call. Studies show that closing rates for video sales calls are at least 10% higher when the cameras are turned on.
When you set up the meeting, convey to your prospect that the call will be a video call and that you’ll need to see them and they’ll need to see you.
2. Not everyone participates
If you’re having a sales call with a room full of people, you will need to make sure that the questions you ask prompt responses, not silence. Assume you have a call with five people. The first thing you need to do is make sure you know everyone’s name. This way, you can better direct each question to elicit a response.
To make the meeting successful there must be one core leader, and it is that person’s job to establish flow. It starts with you getting everyone’s names and then asking questions by name to individuals who are on the call.
3. Your busy slide deck competes with you
Avoid putting too much information on your slides while presenting in a Zoom meeting. The person on the other side of the call cannot effectively read everything on the slide and listen to you at the same time.
Make sure your slides are simple. Keep them concise and punchy.
4. Screen sharing blocks a personal connection
When you pose a question to your prospect — especially if it’s a question that you think will prompt some conversation, remember to stop sharing your screen so that the faces go back to regular size.
5. Expectations aren’t made clear
When it comes to video calls, sales reps forget that they need to set the expectations for the meeting, just as they would for a face-to-face meeting.
A basic rule of sales is to set expectations at the beginning of a meeting. Expectations should be set upfront. There should never be surprises at the end of the meeting.
Closing thoughts
Sales reps need to constantly be working to improve their skills and tweak their approach, whether that comes by way of role-plays, recorded calls, self-reflection, or professional development.
Adding in a new technology presents a learning curve. To be the best you can be when selling virtually, make sure to avoid the above common pitfalls.
