Your virtual first impression can make or break your sale. In the first few seconds of a video call, prospective customers quickly make decisions about you and your company and how (or whether) they’re going to listen to you. To ensure you’re making a strong first impression, look no further than your television screen. Most of the stars you see had to audition on film or video to make it past the eyes of critical casting directors and onto your screen. By applying the 5 secrets from the stars, you can gain an important competitive edge in your video calls: 5 Secrets from the Stars for a Memorable First Impression Be prepared: “We started every practice with that warm-up … We knew that sh*t like it was second nature. And that’s when magical stuff happens with acting: No mind, no body.” – Mark Ruffalo | Spotlight No star would ever Read More
Confidence is crucial in virtual sales! Why? Because the camera picks up everything – including a lack of confidence. Salespeople must learn to be confident on-camera in order for potential customers to place their trust and business with a credible partner. “Just act confident!” … So much easier said than done! When preparing for a video call or message, you would likely find this common piece of advice entirely unhelpful! Not only does it lack obvious steps or tactics, it’s important you not only appear confident but that you feel confident in front of the camera as well. Ultimately, my training as an actor has taught me more about being confident on-camera than video than any sales training I ever have. These six powerful (and easy!) acting tips are tactical and proven to work in an art form that really knows what it takes to appear and, more importantly, feel Read More
It’s time to energize your virtual presentation! When presenting on video, salespeople rarely speak with as much personality or energy as they would naturally use in their personal lives – we tend to tone things down, flatten them out, or pull them in when sitting in front of a screen. Now selling from home, it is easier than ever before to get too relaxed and comfortable on video sales call. Trust me – I know that the idea of giving a virtual presentation from the comfort of your favorite recliner is very tempting but getting too comfortable comes across as low energy and disinterest to your customers. You’ve probably heard the saying that the camera adds 10 pounds. Though it’s often forgotten what the camera can take away – energy! Without careful practice and attention, the camera can take away 10-50% of your energy. And your Lazy Boy isn’t helping. Read More
I hear a lot of advice a long the lines of “just be confident!” from sales coaches. But I think most salespeople know that confidence is important in sales. The question is – how do you gain confidence? And if you’re not confident, does that mean you don’t belong in sales?
I think it’s a myth that great salespeople are always confident. I think they may know how to get themselves into a state of confidence, or they have the courage to persevere even when they don’t feel confident and trust that the confidence will come.
Sometimes, let’s face it, you’re having a bad day, you had a fight with your spouse, you lost a deal. Sometimes, you simply can’t think your way into greater confidence. For those times, I want to share with you a really practical technique I learned as an actor.
It’s called Acting as if. And it works like this. Next time you’re feeling really confident, notice what that looks like and sounds like for you. Maybe you stand taller, gesture more, speak louder, or hold eye contact longer.
Then when you have to get on that call or give a presentation when you’re not feeling 100% confident, apply these confident behaviors as you’re practicing. Push through even when it feels awkward and uncomfortable and maintain those confident behaviors in your meeting. In other words, act as if you have great confidence. 9 times out of 10 you’ll find that pretty quickly you are actually feeling confident and good. It’s much like forcing yourself to smile can make you feel happier.
So go out there and show confidence, and if you can’t, act as if until the real deal kicks in.