Tag Archives: sales

Energize Your Virtual Presentation with This Proven Acting Technique


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

What to do with your hands on video: The do’s and don’ts


Taladega Nights Ricky Bobby GIF from Taladeganights GIFs What should I do with my hands when on a video call?! Whether you are new to virtual selling or a virtual veteran, communicating naturally on video can feel anything but natural! What comes easy to you during an in-person conversation becomes entirely unnatural and quite challenging the moment the little light turns red at the top of your screen.  Sales professionals often struggle with what to do with their hands when on a video call, like: Am I gesturing too much? Too little? How big should my gestures be?  How small?  How often?  Who wouldn’t be confused?!  But learning how to gesture and use your body language authentically and effectively on video is critical.  It can help bridge that virtual gap between you and your customer and make your message come to life, so here are some must know do’s and Read More

Sales Lessons from a Career on Camera: Sports Broadcaster Amanda Borges

What do salespeople and sports broadcasters have in common? Connecting with people on video and getting them to open up!

Salespeople are discovering first-hand how difficult it is to connect with customers on video.  Talking to a camera is not a natural skill.  Yet actors, sportscasters, reporters, and news announcers are proof it is possible to connect and engage with audiences virtually. 

In this episode of “Sales Lessons from a Career on-Camera” I talk to sports broadcaster Amanda Borges about how finding your voice on video, forming connections, asking good questions, scripting, improv, and much more!  

About Amanda: Amanda Borges has interviewed more than 100 athletes and coaches and she’s scripted and hosted more than 30 live shows, either in-studio or on-location.  She traveled with the New York Rangers as their Team Reporter and Producer before moving to the national stage interviewing all types of athletes for Yahoo! Sports.  Most recently Amanda launched a podcast to share stories about women who work in sports called “And So She Goes.” 

Key Takeaways:

Talking to the camera:

“There’s a lot of acting that is involved in being on camera – even though it sounds so confusing, even though you want to be yourself and you want to portray the true person that you are, you have to crank it up a notch.”

Working with a script:

“I need to know what I’m going to say, and I need to be able to say it in a way where it doesn’t sound like I am reading off every single line in my head. There is a way to come across as natural, even though you’re reading a script.” 

Getting people to open up: 

“My biggest thing is to just be relatable – people open up and are more willing to talk to you if they can relate to you. Once you open up to them, you open that door for them to be vulnerable with you as well.” 

Preparation:

“Study as much as possible and know as much as possible, but just make sure that once you’re there, focus on that connection with that person because if you truly know what you’re supposed to say, it’ll just come out naturally in the conversation.”

Advice for salespeople:

“What do these people want to know? What can I bring them that they can’t get anywhere else? My advice is, don’t get caught up on how you look or how you’re speaking… as long as you can keep people engaged with your energy and the content that you’re presenting, that’s what’s most important.”

Don’t miss upcoming interviews and the latest video tips – subscribe to the Selling On Video Youtube channel today! 

Connect with Amanda:

LinkedIn:  linkedin.com/in/borgesamanda

Website and Podcast: http://www.andsoshegoespod.com/

Twitter:  https://twitter.com/Aborgesn

Screenwriting Tips for Sellers: 5 Elements you Must Have to Move a Prospect to Action


Screenwriting Tips for Sellers: 5 Elements you Must Have to Move a Prospect to Action

Like a well-crafted movie or television show, a successful salesperson must grab a prospect’s attention, pique their interest and establish an emotional connection in order to move them to action.  Screenwriters know that there are 5 dramatic elements that must be present in order to engage and move audiences.  Make sure you can identify these 5 dramatic elements in your own sales conversations or presentations if you want to engage and move today’s busy prospects as well: 1. Interest We’ve all met the prospect who lets us get through our entire presentation, only to announce “I’m not really looking for anything right now,” or “My business is just fine as it is.” Have we met the one person in the world who has no needs or desires? I doubt it.  Even where nothing seems to be at stake, like Seinfeld (the “show about nothing”) the characters are obsessed with any Read More

Take me to your leader. Enlisting the help of gatekeepers to get in front of decision-makers


Take me to your leader. Enlisting the help of gatekeepers to get in front of decision-makers

The odds of reaching a decision-maker on your first attempt can be greater than hitting the winning lottery numbers. Chances are you will either 1) end up in voice mail, or 2) speak to someone who will politely inform you that the decision-maker is unavailable but will take a message for them – or put you directly into their voice mail.  If your knee jerk reaction is to opt for going directly to voice mail, slow down. You may be missing a prime opportunity to improve your odds of getting in front of them by rushing past the gatekeeper. Don’t shoot the Gatekeeper! Although it may seem like the gatekeeper’s primary job is to keep you out, they can be your ally. If­ you learn how to enlist their help. It’s important to recognize that the gatekeeper plays an important role in an organization by helping the executive focus on Read More

7 Tips for Using Stories in Sales to Win Business


Forrest Gump and sales

Like a great movie, using stories in sales can make a strong impact on your business audience, differentiate you and your solution and inspire action in a way that delivering information alone simply can not.  On the flip side, a poorly crafted or executed story can cost you credibility, attention and ultimately the sale.  With so much at stake, it pays to learn a proven strategy and powerful tactics for using stories in sales from a $1.8 trillion dollar industry that has been engaging and influencing audience’s for centuries: the movies! A successful movie requires the combined efforts of thousands of people, but at it’s core it comes down to the screenwriter, the director, and the actors.   By applying a few tricks of the trade from these storytelling masters, you can bring your sales story to life for your business audiences in a memorable and compelling way that inspires action. Read More

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Performance Sales and Training: Persuasive Presentation Skills to meet the challenges of today’s B2B Sales Environment