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3 Ways to Improve Interaction on Virtual Sales Calls

Are you having trouble getting customers to respond and interact when on a virtual call?! The problem is that virtual audiences tend to be more passive – engaging less and observing more.

Here are three quick and easy tips that will really change the level and amount of responsiveness you get from customers when leading a sales call.

Virtual Engagement Tip #1: Pause. Pause. Pause!

It’s time that we, as salespeople, finally embrace the uncomfortable silences! Cringe-worthy, I know, just bear with me.

When on a virtual call, it is imperative that you pause much longer than feels comfortable following a question asked. Here’s why – People need to, one, hear the question and, two, have the time to then process what has been asked of them. Most importantly, if/when there are multiple people on the call, a customer must often consider whether to leave the question to their fellow attendees or answer it themselves. While waiting for an answer, any answer at all, the sales person rushes to fill the silence, unable to stand the quiet any longer. That, my friends, is the death of a sales call, so I encourage you get comfortable with the uncomfortable.

Virtual Engagement Tip #2:  Expect an Answer

I hear a lot of so-called questions from sales people that go a little something like this, “What kind of results are you getting today.” Sounding more like a statement rather than an explicit question, this doesn’t elicit the desired result – audience engagement!

You must be very clear, almost painfully so, that you expect a response, an answer to your question. Instead, it should sound something like this, “Tell me, what kind of results are you getting today?” With intentional word choice and the slight modifications in vocal intonation and body language, this second question demands the response you are looking for.

Virtual Engagement Tip #3: Eye Contact is Key

Or, rather, camera contact is key! Meaning this – you need to look at the camera, not the attendees on the screen below, when asking a question. It’s much different to be on the receiving end of a question directed right to your eyes than somewhere at your chin or feet.  By looking into the eye of the camera, you are looking into the eyes of your customers.

There you have it! Three quick ways to improve interaction on customer virtual sales calls. Try them out and do let me know how they work.

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Get out your snorkel! Selling in the time of Coronavirus


My first job was selling advertising for KBPI (Rocking the Rockies for 50 years!) In radio, your success was closely tied to your ranking in the quarterly audience ratings.  Buyers who controlled the biggest media budgets would often only buy the top two or three stations in a particular demographic – no matter how much value-added you provided. One sunny spring day my sales manager asked our team to report in the conference room for the results of the latest ratings report.  An anxious buzz filled the room as we wondered aloud whether the next three months would bring feast, famine, or something in between.  The room went quiet when my manager entered, report in hand.  He looked around the room in silence before presenting the verdict: “Get out your snorkel – we’re going down.” Yes, we had tanked in the ratings.  Yes, it was going to be a long Read More

Top 5 Sales Blog Posts of 2019


I hope 2019 was a great year for you!  I’ve rounded up the Top 5 Blog Posts of 2019 for you in case you missed them – with a minimum of 58 ideas to set you up for success in 2020! These are the Top 5 Sales Blog Posts of 2019 – as voted by readers! 1.  The 1 Improv Technique Salespeople MUST Know:  (Great for handling objections)  Read here 2.  5 Fake Facts that are Killing your Sales Presentation:  (this 2nd one is a proven deal killer…)  Read here 3.  50 Ways to Blow a Great Presentation:   (I see Numbers 14 & 17 all the time…) Read here 4.  Does PowerPoint Even Make Sense any More?  (You may be surprised at the conclusion!)  Read here 5.  The Power of Show and Tell: 3 Ways to use Props in Your Pitch or Presentation:  (Yes, an elementary school technique CAN help Read More

Top 10 Sales Blogs for 2018


Top 10 sales blogs

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Stop repeating these 3 things in your presentation. Stop repeating these 3 things in your…


Repetition can be a very effective way to make sure your key ideas are heard and remembered by your prospect.  It’s often helpful to repeat benefits, competitive differentiators, even the customer’s questions or words.  So how can repetition possibly hurt you in sales? Human beings are quick to pick up on patterns. It allows us to sort and select what we give our attention to.  Because of its power, unconsciously used, repetitive behaviors, words or phrases can overshadow and detract from even the most brilliant of presentations or pitches.  For example: John continually asks, “Does that make sense?” after each point. By the 4th time, his audience is mildly annoyed and starting to keep a tally in their head. Like a song played entirely on the note of C, Mark delivers every word of his presentation at the same level. Like the teacher in Charlie Brown, all his audience hears Read More

Are These Words Sabotaging your Presentation?


weak words

I was excited to see one of my students present a powerful new software solution in a recent workshop.  Susan (not her real name) is a smart, professional salesperson who is passionate about what she does. She presented herself well, the presentation was well-organized and tailored to the needs of the customer. So why was the reaction around the room a collective “Ho hum” after Susan finished? Instead of sounding confident and excited about her solution, Susan came across as vague, uncertain and, at times, even apologetic.  Susan sabotaged her presentation with a mere handful of words. I’ve identified a few of the offenders below. Words that Sabotage: I’d just like to take a minute to summarize what we talked about… I think that this may be a good fit for you. This sort of shows you where you’re losing inventory … I hope that you’ve seen some things you’ve Read More

Presenters: Stop ignoring your slides – and annoying your audience! (5 ways to Maximize Audience Attention)


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Deadpool Shows you How to be a Superhero in your Presentation


deadpool 2

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The Oscars Best and Worst Presentation Awards


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