Selling virtually is hard, but today’s guests literally wrote the book on how to do it. We have a special double feature episode this week with the co-authors of “How to sell virtually.” Our guests this week are none other than Sales Trainer & Coach at The Small Stuff - Susie Mathieson, and Sales Director at Sales Marvel - Keith Rozelle!

Keith and Susie join Host Tim Harris for an insight packed conversation that will help sellers of any level sell better virtually. The trio explores the best ways to curate your video appearance, actionable tips for getting and keeping your prospect’s attention, and the process of co-writing their book.

Takeaways:

• In in-person meetings, attention slowly builds, but in virtual meetings, attention spans are lost after 3 minutes. To keep people engaged you need to change what you do every 3 minutes. Sharing your screen or involving others in the conversation are potent tips.
• To build stronger connections over virtual meetings, work on looking the other person “in the eye”. While staring directly into your webcam may feel awkward at first, it is a small adjustment that will make your prospects feel more comfortable.
• The way you arrange your webcam plays a large role in how you are perceived. Frame your camera so you take up about a third of the frame with the camera positioned level with your face. Go the extra step by adding in personal elements to your background.
• Knowing your information is important, but you also need to make sure your prospects are ready to receive that information. Starting with small talk or asking for someone's opinion are good ways to prep your prospect to receive the rest of your pitch.
• It can be hard to have a virtual conference with someone who doesn’t want to have their camera on. Extenuating circumstances withstanding, telling someone “I can hear you but can’t see you yet” is a polite way to prompt them to turn their camera on.
• If you’re worried that people are multitasking during your presentation, the best way to involve them is ask them questions. Rather than put them on the spot at the end of your section, let them know that you’d like their opinion on a section before you start it.
• While technical issues can be frustrating, they don’t need to be the end of your presentation. If internet issues arise, turning off your video to save bandwidth will allow you to get the information across while still being understandable.

Quote of the Show:

• “Sales is not a dirty word. Sales is an honorable profession and the people who do it right are those that want to help somebody else make a decision.” - Susie Mathieson

Links:

Susie

• Twitter: https://twitter.com/SusieMathieson
• LinkedIn: https://www.linkedin.com/in/susiemathieson/
• Website: https://thesmallstuff.de/en/salestraining-coach/
• Book Link: https://bookboon.com/en/how-to-sell-virtually-ebook

Keith

• Twitter: https://twitter.com/sales_marvel
• LinkedIn: https://www.linkedin.com/in/keithrozelleb2bsales/
• Website: https://www.salesmarvel.co.uk/
• Book Link: https://bookboon.com/en/how-to-sell-virtually-ebook

Ways to Tune In:

• Apple Podcast - https://podcasts.apple.com/us/podcast/b2b-eq/id1672326834
• Spotify - https://open.spotify.com/show/1T2zlqNsSYATzXFPH1DquY
• Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly9mYXN0Lndpc3RpYS5jb20vY2hhbm5lbHMvajRuNnNjYmc2Ni9yc3M