Thursday, 30 May
Today's Topic
Video meetings without slides

Skill + Do

Video meetings do not present the optimal opportunity for you to influence decisions and enhance buying opinions. Be smart about how you manage these meets and chillax on the pitching. Just talk!

You’ve undoubtedly mastered video pitch meeting best practices, such as framing your face 18" from the camera and ensuring your wonderful face is fully lit.

What about your eye contact? Above everything else, try to make your eyes seen throughout the meeting. This requires uncomfortable staring at the green dot for as long as possible. Challenge yourself to stare longer than how your favorite TV anchor stares into the camera (at least they have the teleprompter to read.)

Managing video meetings gets easier when you realize they’re not for pitching…they’re best when talking occurs. And the talking that has to happen is mostly by your customer. Shoot for an 80/20 balance of them versus you talking (…them 80%, you 20%).

So, of course, this means that your video meetings require you to come to the virtual table with a laundry list of questions to ask. These questions must be open-ended and hopefully strategic. Your buyers will get bored answering tactical questions like "When’s the money gonna be released?"

Here’s the kicker that’ll really blow your mind: you must keep these meetings to 15 minutes max. Your customer won’t like the feeling of being interrogated, and besides, the video meeting you’re hosting is just a set-up for the next meeting.

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

Read More

June 18

Q2 account reviews that make your mgr smile.

Read More

June 17

Whadya mean, you're not killing it right now?

Read More

“Most people doubt online meetings can work but they somehow overlook that most in-person meetings don’t work either.” Scott Berkun

Receive MySalesDay each morning in your inbox.

SKILL. DO. OOMPH.
Each morning of the business week, you'll receive a 2-minute read summarizing a daily dose of selling best practices and inspiration.
No spam
At any time you wish to unsubscribe, email unsubscribe@mysalesday.io, and your inbox subscription will be canceled within 48 hours.
LinkedIn
Please follow us on the MySalesDay LinkedIn page.

This field is for validation purposes and should be left unchanged.