The Magnificent Seven – Selling Virtual Tips

One of my favourite films and a wonderful reminder of the 7 essential elements of good video selling and presenting. In no particular order: Audio – use an external mic, not the device built-in. Internet Speed – buy faster, focus on upload, not just download speed, connect via cable and have a backup. Ambient Noise – remove echo, use a headset if you get the echo and suppress outside Noise. You can do this with software. Lighting – natural light or a ring light in front of you; wear coated…

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When on video, you’ve got to sit on their LAP

When on video, you've got to sit on their LAP Well, actually, that's impossible on video, which probably makes the metaphor work more ethically and morally. But I was told this many years ago by my Sales Manager. When handling objections, make sure you sit on their LAP first. This is especially true when your customer is on video or on the phone with you. When a concern or an issue or a genuine objection is voiced, sit on their LAP: L – Listen to their concern carefully; it will…

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How to Quickly Build Rapport Online like a House Party

On Zoom or Teams, you’re running an online session, more a workshop than a webinar. It’s vital that people warm to you quickly and builds a rapport with each other to allow lots of interaction. In the old days, we would have run an ice breaker. Not now, thankfully, these have been removed when time is at a premium, thank goodness. Here’s an idea. Announce that you’re coming online 15 minutes beforehand to greet everyone first and get to know you. At the same time, you’re going to give the…

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