Does your sales process require you to present detailed or technical information, or to demonstrate a product online? Does it help you to draw out a diagram to explain your product or service? This is often the case in sales, and in the real world, that is easy to do over coffee, with a pen and a napkin.
To succeed in the digital world, however, you have got to play to the benefits of a whole new medium, with its demands for brevity, differences in presentation capabilities and a whole new set of techniques.
For most people stories are easier to remember than data or facts, stories stimulate the visual part of our brain as we picture what we are being told, and the picture that we create in our minds is easier to remember, and much longer-lasting.
I have shared the story of Alice in Wonderland before, where Alice finds herself on a path that splits and splits again, and on and on, and she does not know which path to take. The Cheshire Cat appears and asks her where she wants...
Your task today is to ensure that you have a world-class remote presentation and pitching skills in an environment where your voice and your delivery count more than ever before, coupled with this you need your visuals to be breathtakingly brilliant. It is all new. And the stakes have never been higher.
It is here that you begin to position yourself as an authority in your industry or field way before the meeting. I have found that many people wait until the big pitch to position themselves as an authority, and by then it may just possibly well be too late.
I have shared the story before about how I failed to do this when I first opened The Sales Counsel, and headed into a proposal meeting, without positioning myself as an authority, and tanked the proposal just by my own disbelief in myself, and it’s a true story that taught me a very valuable lesson, let me assure you!
Setting the Scene
On a good day, our customers are distracted by text messages and phone calls, and on a...
Maintaining a high level of engagement among all parties in any meeting is a challenge. But, doing it in a video-led environment makes the real-world challenge look like child’s play. If you have spent any time on video calls up to now, you will know what this means.
The winners in this new world of online selling will be the ones who master this, and the ones who can keep all the key stakeholders engaged, or better still, captivated.
Building trust and credibility will help you get the meeting, once in the virtual room however you will need to increase your reach and influence if you hope to not only gain but to hold the attention of your key decision-makers,
There are at least three criteria to building trust:
But, beyond building trust, we need to find ways of increasing the influence we have over key decision-makers, as well as those who play different roles in...
When I started in sales, I had to visit 8 clients physically, every single day. No jokes! In our wildest dreams we could not have imagined a tool like email, never mind social media.
Social media has created so many incredible opportunities for us, and it is about time that we took that seriously. We need to consistently find high-quality leads, of course, I am stating the obvious here - but on platforms such as LinkedIn, Facebook, and others, they are there in their millions, trust me.
Actually, you do not have to trust me, just look at the research! According to a recent study conducted by LinkedIn - 72% of buyers use social media to research solutions for purchase.
Seventy-two percent. That is not a number you can or should ignore.
Fact is… cold calls are a thing of the past
We have to face it. Cold emails and cold calls are today's sales equivalent of trying to use a sledgehammer to fix a computer. Not only are they outmoded, they simply do not work, and most of the time...
In the traditional sales world, a professional salesperson would prepare for, and focus on, commanding the room, the conversation and the sales process, and you would be prepared to maximise the chances of success at whichever stage of the sale you are because that’s how you win deals.
In the digital world, this is even more important, because attention spans are shorter, distractions are more numerous and the medium itself makes it much more challenging to forge a human connection.
The simple reality, however, is that if you fail to communicate that in the online meeting you run the risk of being passed on to another stakeholder in the business, somebody that's that has less interest, and probably also less decision making power.
You may be very insightful and may have strong perspectives or insight or value to deliver to the client, but if you cannot communicate that effectively, then you may lose their attention – and we really want to avoid that, because if the deal...
As any Boy Scout (or Girl Guide for that matter) knows, you should always be prepared – in fact that is the global motto for the Boy Scouts and one that I feel should be adopted by all business professionals as we head into these somewhat exciting times, and into totally unchartered territory.
By now, you should be used to preparing all your materials and practising your pitch before a sales meeting, because that is professional sales behaviour, however, there are a lot of things to work on in the new world of online sales in order to better become a master of our craft.
Your Camera, Audio and Lighting Set Up
Now, this may seem quite straightforward, but if you think back to the online meetings you have had in the last few weeks, how many of the attendees have either appeared submerged in shadows, illuminated like an angel, or have even had the camera set up at a really odd angle that surely did not do them the justice that they deserved?
When considering your...
As businesses around the world adjust to the realities of remote working and selling, sales and marketing, however, still need to bring in the leads, nurture the client’s relationships and close the deals.
The workplace will never look the same again, and as businesses establish remote working practices, we can see that this will mean that we to change in our sales approach and process.
Now, more than ever we have come face to face with the reality that sales and sales effectiveness are nothing less than essential economic services.
If you want to grab and hold your potential customer's attention – then you will want to make sure to join me for the next 10 weeks where not only will you learn how to take your online presentation skills to a new level, but also assist you and your team to learn how to build rapport online, connect with your potential customers, how to do a full online product demonstration and much more.
What we will be covering...
Be a Technical Set Up...
Although we have already wrapped up our popular Story of Selling in August month, with the focus being on the incredibly powerful stories of some of the world’s most inspirational women in the sales profession, my team persuaded me to share my story with you too, and I am excited to not only create this extra Story of Selling addition to the series but to also be able to share my personal journey.
I think often we view our journey as ‘just my life’ and don’t really realise the value and inspiration that it may serve to others, and when my team suggested that I share my journey as well, I wasn’t sure if I wanted to but on the off chance that this will be of some encouragement or interest to you, here goes…
I was born and raised in Port Elizabeth and I am fortunate to come from a long line of entrepreneurs. One of my earliest memories was of helping my grandfather in his shop, which I continued to do until I left high school – talk about...
A modern-day female sales inspiration and the one that my team felt was a fitting close to this series has to be without a doubt the CEO and Founder of Reality Works, Anneke Seley – as her ideas and drive are ones that inspire me daily, being in the business of sales myself.
Reality Works is one of the foremost sales strategies and implementation consultancies, and Anneke has co-authored a number of books including the highly popular Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology.
The early days at Oracle
Anneke graduated from Stanford University in the early 1980s with a degree in Human Biology and fully intended to follow a career in public health when her career path was diverted by Larry Ellison, who offered her a position as the 12th employee of the now multibillion-dollar global computer technology corporation, Oracle.
During her time at Oracle, Anneke designed and pioneered Oracle Inside, the company's extraordinary internal sales...
The story of Sarah Breedlove Walker and her tenacity and grit has always inspired me, and I hope it will do the same for you. Sarah was a businesswoman and a philanthropist, as well as the very first black female millionaire in the United States – her wealth built through an international beauty business which had over 25,000 active sales agents by the year 1919.
In a time when women were not offered as much choice and as many options as they are today – the stories of ladies who shaped their own future and made their own mark in a ‘man’s world’ always offer so much to learn from, and also to recognise just how far we have truly come.
Born to survive
Born to two former slaves on a plantation in Louisiana in 1867, Sarah Breedlove was the first of her family to be born free – yet by the age of 7, she found herself an orphan working in the same cotton fields that her parents had worked in and that her brothers and sisters now worked in to support...