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In this week's Good Sales Stuff, we’re focusing on virtual sales and how to close deals over video calls. You know, the place where awkward pauses and dodgy Wi-Fi connections make or break the magic.
Here are a few real tactics that will help close deals on-screen—with and without the weird Wi-Fi glitches.
1. The warm-up act:
Treat your video call like a real meeting. Start with a smile, not a “Can you hear me?” Make sure you’re ✨actually✨ prepared and that your lighting doesn’t make you look like you’re broadcasting from a cave.
2. Face-to-face (virtually) still matters:
Just because you’re on screen doesn’t mean you can’t make eye contact. Look into the camera when you’re speaking, not at your second screen checking emails. (We see you.) 🎥👀
3. Test your tech:
⏰ Avoid scrambling at the start of your call by making sure your internet, camera, and mic are working smoothly.
If you're early, you're on time, if you're on time, you're late, if you're late...just don’t be late. Ok.
4. Perfect your pre-call prep
- Research, research, research. You know the drill. Know the company, the decision-makers, and the problem they’re trying to solve before you hit "Join Meeting."
- Agenda: Share the meeting agenda with the prospect ahead of time. This not only makes you look professional but ensures you stay on track. A clear roadmap reduces anxiety and sets clear expectations. Zen.
5. The Power of the Pause
🤫 Silence isn’t your enemy—let prospects talk and explain their pain points. The more you listen, the better you can tailor your pitch to address their specific challenges.
In virtual sales, awkward silences are your friend. Don’t rush to fill every moment. Let your prospect process what you’ve said. A dramatic pause never hurt anyone. đźŽ
6. Demo Magic
Share your screen sparingly... No one wants a 45-minute presentation. Keep to the point and keep it interactive. Less is more! 🎩✨
7. Master the Art of Active Listening
🪞Mirror language and concerns: Repeat what they say to confirm you’ve understood their problem, and build your responses around those core issues.
8. Follow up like a pro:
Close your video call with clear next steps. Then follow up with a punchy email summarising key points—bonus if it includes a quick video recap. 📝🎬
Pro trumpet🎺 tip:
With a personalised trumpet Pod🎺 you can gauge their interest in real-time by checking your prospect's Pod analytics.
Closing deals virtually isn’t just about showing up—it’s creating a virtual experience that’s personal, engaging, and targeted. Put these tips into action, and start seeing the results in your pipeline!
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