November 15, 2020

We’ve all had to adapt during this pandemic. Our everyday lives have turned into a virtual reality. The goal of a sales presentation is to deliver a message that will persuade your audience to buy your product or service. Sales reps that usually rely on in person meetings are now selling on Zoom. But how do sales people feel about remote sales calls versus in-person presentations? Not good.According to a recent survey of over 550 B2B sales reps, nearly 70% of salespeople don’t believe that selling on Zoom is as effective as pitching in-person. Sales reps said that participants tend to multitask while they are on the video conference with you. There is little interaction and it’s more difficult to build relationships when meetings aren’t face-to-face. You can't look your audience in the eye and pull them back in when you see them start to wander. That’s where these (3) principles can make all the difference.

Selling on Zoom 101

1. Control your messageYour 10% Message is the message that you want your buyers to remember. For the message to be effective, it must be focused, rewarding, repeatable, and actionable. Don’t ask your audience to remember too much. Instead, pick and choose what is most important and what you want your audience to remember.2. Focus their attentionZoom presentations allow for distractions that would never happen in person. For your audience to effectively receive your 10% Message, you need to use dynamic visuals and interactive elements. This would include the use of color, size, animation and annotation.3. Prime their brainIdentify the most crucial parts of your presentation and, right before those moments, intensify the stimulus. Research shows that using intense visual stimulus spikes people’s attention and engagement in those moments. Before you share important information, use a priming slide to capture your audience’s attention and prime their brains to pay attention to what comes next.Carolina Macedo, the author, is Project Coordinator of Marketing Keys.

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November 15, 2020