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Sales Process

Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward.

 

George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training.

 

Mike Montague interviews Rachel Shi, Senior Manager of Partnerships at Vidyard, on How to Succeed at Video Selling. 

 

You don’t need us to tell you that we’re all working from a distance these days. Thanks to COVID, professional salespeople are, for the most part, not seeing buyers in person.

 

Mike Montague interviews James Abraham on How to Succeed at Neuro Selling.

 

Salespeople have rights and it is about time you exercise them. First thing you must do is establish equal business stature. You need to see yourself as an equal in the relationship and professionally assert your right to have open and honest communication. You must reframe your attitude and develop an abundance mentality. Success is a self-fulfilling prophecy. Remember, you get paid to be a professional salesperson. Your prospect is not compensated for working with you.

Just make sure when exercising your rights, you do so with a nurturing and inquisitive tonality as people buy from people that they like and trust. We also know then when we are stuck in a comfort zone we are no longer growing. In order for true growth to occur, we have to try new things. New things make people uncomfortable. Get comfortable being uncomfortable. That is where the magic happens.

Remember the childhood game of whispering a phrase to someone and asking them to pass it on? By the time it reached the fourth or fifth person, the meaning of the original phrase was lost! Then, it amused us; in customer care, it can be costly.

 

For sales professionals, 2020 may be remembered as the Year of Holding on to Clients.

 

Mike Montague interviews Jason Campbell, Host of Impact at Work and Superhumans at Work, a Mindvalley Podcast. Author of Upcoming book on Selling with Love, on How to Succeed at Selling with Love

Mike Montague interviews Anneli Thomson, Sandler trainer and member of Team Great Britain in the triathlon, on How to Succeed at Gold Medal Selling.