Sandler Training - April/May 2020

WWW.CROSSROADS.SANDLER.COM / 208-429-9275 / APRIL/MAY 2020

AND HOW TO AVOID THEM DURING THE COVID-19 CRISIS 13 MISTAKES PEOPLE MAKE WHEN SELLING REMOTELY FIND YOUR EDGE

1. NOT HAVING A STRONG UP-

If I had to draw one conclusion from these last few months, it would be this: It’s COVID-19’s world now, and we’re just living in it. With cities on lockdown, offices closed, and people working from home, it’s necessary for businesses to adapt in order to survive. For our team, and I’m sure yours as well, that means doing a lot more sales, meetings, and other work with clients remotely via video calls. It’s tough to make that transition, particularly if your business hasn’t relied heavily on technology in the past. Odds are in the last few months you’ve scrambled to put a new system in place, and you’re probably still working out the kinks. Fortunately, here at Sandler Training, we’re experts in virtual selling and remote communications. To help you and your business weather this pandemic, I’ve put together a list of the 13 most common mistakes I see people make on video calls. Check them out and avoid them when you can! Together, we’ll get through this crisis and land on our feet.

watching cartoons and studying great performers who excel at capturing audience attention on screen.

FRONT AGREEMENT — Before you hop on a video call, make sure the client knows what to expect and is prepared to use your new technology. A good rule of thumb is to assume they aren’t tech savvy and send over a complete user guide. Even if they’re great with gadgets, they’ll appreciate the thought! 2. FAILING TO PREPARE — Don’t “show up and throw up.” Instead, create an agenda for every call, and put effort into your appearance. Body language makes up 55% of communication, and it’s diminished over video, so it’s imperative you spend time creating and following a plan. 3. FAILING TO ACT — To convey the same level of emotion over video, you need to increase your tonality, energy, and body language by roughly 15%. To learn how to do this, try

4. BEING THEMSELVES, AND COMMUNICATING IN THEIR

NATURAL STYLE — Communication is not one-size-fits-all. Find out if your clients are auditory, visual, kinesthetic, or verbal learners, and cater your communication to their preferences. 5. NOT MANAGING DISTRACTIONS ON THE CLIENT SIDE — In your upfront agreement, encourage your clients to find a quiet place to chat,

and if that’s not possible, come up with strategies for holding their attention.

6. NOT MANAGING DISTRACTIONS ON THEIR SIDE — Remember, in a video call, your background says a lot about you! Take the time to

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