Dr. Nick Morgan is one of America’s top communication theorists and coaches.

In this episode of the Salesman Podcast, Nick shares how we can best show up and influence buyers on video calls with our body language, vocal tonality, and much more.

Resources:

PublicWords.com

@publicwords

Nick on Linkedin

Book: Power Cues: The Subtle Science of Leading Groups, Persuading Others, and Maximizing Your Personal Impact

Digital body language on Zoom

Book: Can You Hear Me?: How to Connect with People in a Virtual World

Book: Lean In: Women, Work, and the Will to Lead

Transcript

Will Barron:

Coming up on today’s episode of the Salesman Podcast.

 

Nick Morgan:

What we humans care about more than anything else is each other’s intent. It’s very difficult to tap somebody on the shoulder before the meeting and say, “Well, Will, there’s this little thing that you tend to do in meetings. I just wanted to warn you don’t do that in this meeting because the folks we’re meeting with are very sensitive to that. And if you start doing what you would do in the meeting, they’re going to hate you. And that’s the end of the meeting right there.” Trust is different online versus in person. Trust takes time, first of all.

 

Will Barron:

Hello, sales nation, my name is Will Barron, and I’m the host of the Sales Man podcast. The world’s most downloaded B2B sales show. In today’s episode, we have Nick Morgan. You can find out more about Nick over at publicwords.com. On today’s episode, we’re getting into how you can stand out on the stage. That is Zoom, Microsoft teams, Skype, however you’re communicating virtually online. We get into body language, vocal tonality, and a whole lot more. So with that said, let’s jump right into today’s episode. Nick, welcome back to the Sales Man podcast.

 

Nick Morgan:

Will, it’s great to be back. We little thought when we spoke last that we’d be at this a virtual relationship forever, but here we are/

 

Will Barron:

Okay. Here we are. I don’t think things are changing anytime soon from the look of things. So with that, you teed things up perfectly. We’re going to talk about on today’s show we’re going to talk about how we can bring a bit of life to our Zoom calls. When we’re on that stage of, of Zoom, Skype, Microsoft teams, whatever it is, how we can add a bit of life and energy to those conversations and it’s clearly not just sales professionals who are doing this at the moment. So this might be applicable for people outside of that realm as well.

 

What Needs to Change When We Shift From Face-to-Face Sales Meetings to Virtual Conferences? · [01:48] 

 

Will Barron:

Now I want to start the show by being just, this isn’t hopefully isn’t a lazy question. I want it to be massively open-ended here just to get your thoughts before I start leading us down different pathways. What has changed or what needs to change when we shift from a face-to-face sales meeting, sales conversation, when we’re trying to influence people, we’re trying to entertain them, we’re trying to somewhat persuade them to our way of thinking and our products and ...