Tag Archives: zoom

Sellers Beware! Misleading Advice on Zoom Fatigue


Stanford University recently published an interesting study on the causes of ‘Zoom Fatigue.’ Researchers identified four main causes, one being: *Excessive amounts of close-up eye contact is highly intense While I don’t disagree with the study’s overall conclusion, I do disagree with the advice springing up around it suggesting people should REDUCE their level of eye contact on video calls. This is hugely misleading advice, especially for salespeople. Here’s why: Why Eye Contact Matters in Virtual Selling: Eye contact is a key ingredient in building relationships. In a virtual world, eye contact takes on even greater importance as other means of connecting with our customers are unavailable to us. Selling on Video Perceived attention is tied to your eye contact. Where our eyes go, our attention goes. Unlike in a live setting, your customer can’t tell where your attention is directed on a video call. All they know is that Read More

How to Overcome your Fear of the Camera – and Ramp Up Remote Sales!


According to research done by Gong.io  webcams are used 41% more often in deals that close than lost deals. There’s never been a more important time for sellers to master their on-camera and video skills and ramp up remote sales.   Your eyes and your face help to quickly establish a relationship with customers and build the credibility and trust they need to make buying decisions in uncertain times. So what is keeping you from using video? Maybe you’re intimidated by the camera, not sure if you’re doing it right, or just feel awkward. You are not alone. Speaking to a camera is an unnatural act. The good news is that even actors who transition from stage to film struggle with it.  But they overcome it by learning and practicing specific on-camera techniques, like: The secret to appearing “natural” on-camera How to create eye contact with your audience and make them feel Read More

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