Before the pandemic, face-to-face sales meetings prevailed. But then everything changed. Suddenly, buyer and seller interactions only occurred in virtual settings. Sellers had to adjust their skills to ensure they were building trust, communicating effectively, and differentiating in this new digital environment.

As the world slowly opens up, many sellers are eager to get back to face-to-face selling, but getting everyone in the same room can be difficult. And while many buyers now expect (and prefer) a digital buying experience, we have to seriously consider the modality of our sales presentations and sales interactions.

What if we could peek under the human skull to understand how buyers want to be sold to today?