Tag Archives: video calls

5 Tips for Building Successful Remote Sellers with Virtual Sales Role-Plays


Virtual selling may have your team reaching for the panic button – customers are different, technology is changing by the minute, and competition is as stiff as ever. When a marketplace changes so dramatically, sales leadership so too must change/adapt and prepare for sales calls in an entirely different manner. While sales role-playing is often met with apprehension and dread – if done well – it can help your sales reps practice and master communication skills required of remote selling and navigate the continually changing requirements (and restrictions) of selling virtually. Unfortunately, most salespeople approach the exercise with a gallows like resolve and this limits the opportunity to get the real transformative benefits that a virtual role-play can produce. 5 Tips for Successful Virtual Sales Role-Plays: It’s time that we change our tune about the dreaded sales role-play! As the sales manager, it is your responsibility to push for this Read More

5 Actor’s Secrets to Master Your Fear of Virtual Presentations


Waiting to be admitted to the Zoom meeting, you feel the nerves begin to set in. With each passing minute, confidence slowly turns to anxiety and tension as you second guess yourself – Do you have the right meeting ID? How well do you really know your material? Did you practice enough? – Now feeling awkward and uncertain, you either race or slog through the video call detached from your audience and your message – completely missing the mark (and the sale).  Virtual presentation nerves claim another victim. Actors are No Strangers to Performance Nerves An actor is no stranger to pre-show nerves! Though unlike the nervous salesperson silently sitting in front of their computer awaiting their doom, the well-trained actor knows that sitting still before a performance spells disaster – natural nervous energy quickly turns to tension when the body has no way to release it. Tension increases anxiety Read More

(Mis)Reading Body Language on Video Calls

Reading body language on video calls is like learning another language! Many movements and expressions can have completely different meanings on video than in-person – most of which have nothing to do with you or your message.

Misinterpreting those signals as a salesperson can cause you to lose your mojo – and the deal if you’re not in the know! Here is a common example of customer body language that is widely (mis)read on video:

Resting Business Face

“Resting Business Face” (noun) – informal

(Typically with reference to a salesperson or business professional) a bored, disinterested, or unhappy expression attributed to or unconsciously adopted by a person attempting to be professional during business meetings, video calls, etc.

As a salesperson trained to check-in or switch gears if your customer seems to be showing a lack of interest, it’s easy to take this blank stare personally and assume the worst:  My customer is bored, impatient, or disinterested – what do I do?! The knee jerk reaction for many salespeople is to rush through their presentation or call, growing ever more uncomfortable until their projection becomes a self-fulfilling prophecy.  In reality, this assumption based on expression alone is typically incorrect.

What’s the problem?

The problem is that virtual audiences tend to be more passive – engaging less and observing more. Put the average person in front of a screen and they instantly slip into observer mode, they might as well be snacking on some popcorn and sipping a Coke (and this is especially true of customers who are anticipating a pitch or presentation). This passivity is communicated via limited body language and their expression (or lack thereof), AKA resting business face, is easily misinterpreted.

PRO TIP: Don’t let your customers be passive! By continuously checking-in/asking questions, you are ensuring that your customer is an active participant in the video call and not simply a passive observer.

For more information on how to improve customer interaction on virtual sales calls, click here.

How to Respond to (Mis)leading Body Language

The general rule of thumb on reading body language is simple – don’t overreact or jump to conclusions! Typically, a bored expression or someone sitting back in their chair does not guarantee boredom. When uncertain, look for information/facts that support your theory – Is their tone distant and flat? Does it seem like they are caught off guard when you ask a direct question? Do their answers reflect growing impatience? These concrete questions can indicate whether or not your customer is truly engaged, interested, or has something else entirely pressing on their mind.

Curious to learn more about reading and using body language, making eye contact, and keeping your audience engaged during your video calls? Check out the Selling On-Video Master Class.

Want more help Selling on Video? 

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