Virtual Selling Best Practices using WebEx, Gotomeeting, LiveMeeting, or any other web meeting tool

Have you ever worked for a web meeting company?  How about manage a National Sales Team of hunters who use this technology every day?  I have.  Care to learn a few trick & tips from someone who spent years selling and managing high velocity sales teams using this technology?  Top 3 Virtual Selling Tips below.

#1 Discovery is the key – Don’t forget – it’s still a “sales” call.  DO NOT, REPEAT, DO NOT “show up and throw up”.  Your prospects care about their needs, not your business model, your latest and greatest speeds and feeds.  WIIFM (What’s in it for me) still applies in the virtual world.

#2 Customize your presentation – It’s ok to have a “master” presentation.  Make the first 2-3 slides ALL about them – their needs, their environment, quotes from them and about them.  Then make your presentation relevant to their needs.  Tom Drews, President and Founder of WhatWorks Communications calls it “adding Hollywood” to a presentation.  Pictures and video speak volumes.

#3 Listen for buying signs & objections – How great would it be to have a microphone in your prospects office immediately following your meeting, once you’ve left?  With web meeting tools, you can.  You simply put the phone on mute, and tell the prospect your’re going to play a short customer testimonial (WebEx allows integrated video with sound), and then listen.  9 times out of 10 the prospect will discuss what they like or dislike about your product, what competitors they are using and more when you use this simple tactic.

These are just a few of the tactics that you can use in the virtual meeting world.  Others include using the persons name frequently, using the polls effectively, passing the prospect control to fill in the ROI template, use the web cam to say hello, and much more.  If you are not familiar or using these and other tricks, sign up for a class, there are plenty out there!

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