Holding engaging remote sales meetings is a challenge for many sales professionals. Where a clear agenda, relevant presentations and interactive elements such as questions or white-boarding can help you keep participants from zooming out.
It can be difficult to keep a participant’s attention for the full duration of a remote sales meeting. After all, we all know how easy it can be to zoom out during a remote, digital meeting, and odds are we have all been distracted by some notification and then lost track of what is actually said or showed.
This is a particularly important challenge for sales reps to tackle, for whom it can be the difference between progressing – or closing – a sale, and losing it altogether. With this, it will be critical for sales reps to learn how to hold engaging remote sales meetings, and find ways to continuously activate and involve the participating prospect or customer. A goal that can be accomplished by:
Ok. We’ve talked a lot about the value of a solid agenda, but we really do think it’s important enough to repeat. This, as having a clear and structured agenda does not only show that you’ve thought through what the meeting should be about, and thus that you care about the other person’s time and appreciate them spending it with you, but it also gives participants a sense of direction throughout the entire meeting. Not to mention that they, were they to get distracted by a text or notification, can quickly get back and see what you’re discussing in that instance.
With this, the agenda becomes a foundation for your engaging, remote sales meetings, and one that gives participants an opportunity to always know what’s being discussed.
Choose presentation slides with care
Spending an hour going through one, huge, sales presentation is the opposite of an engaging remote sales meeting.
Think about it. There are, without a doubt, slides in that presentation that your prospect or customer could do without, and going through too many without a pause is a sure way of losing their attention. In other words, it can be a good idea to (1) really dig into your sales presentation and see what’s relevant and what you can remove, and (2) to slice the presentation into smaller micro-presentations that are focused on individual areas. These presentations can, then, be tied to individual agenda points, so that you’re only presenting what is relevant right now. Something that, in turn, increases the chance of participants paying attention and engaging with the material, instead of zooming out.
Who says a remote sales meeting should only feature one type of media? Why not include a video in addition to your PDF slides, or add an interactive element in the form of, for example, a digital whiteboard? This way, the meeting will be a live entity that changes throughout its course, and participants are less likely to be distracted and lose attention.
Remember, our attention span is somewhere around 8 seconds, and it only takes some 10 minutes for participants in a digital meeting to lose attention and interest. We simply can’t look at some one thing for too long, or we start to lose focus – why it’s a great idea to change things up. Giving participants something new to look at and listen to continuously throughout the meeting. Which can be done by introducing different forms of interaction and different types of media.
The participants in your sales meeting can and should be activated with questions from your side. Where you can, for example, ask said questions after you’ve gone through a specific area or part of your sales presentation. So as to check in and see what they thought about it.
This can beneficially be repeated throughout the meeting, so that you can activate your prospect/customer and get to know them better. While making sure that the meeting remains a conversation, rather than a monologue.
Make sure everyone who can is on video
Seeing each other throughout the virtual meeting can make a big difference, as it’s much, much easier to understand and be empathetic to one another if everyone can see everyone. For this reason, it’s especially important that you, as the host and sales rep, can always see your participants while you’re presenting. That way, you can verify that everyone is paying attention, see whether they’re interested in what you’re presenting, and get a good idea of when it’s time to move to the next agenda activity.
Avoid screen sharing if you can
Screen sharing is scary. You have to make sure you don’t have any tabs open that can be deemed unprofessional, and ensure that your desktop is void of any unnecessary clutter. You have to be super-sure of your network quality, and have the right application or tab open from the start.
A screen share that fails can lead to frustration on the participant’s side, as they may have to watch as the sales rep tries to get everything up and running, something that isn’t exactly good for engagement levels. Which means that you may do well in avoiding screen sharing, if it’s not absolutely necessary.
How? Well, there are meeting tools and sales enablement platforms (such as SP_CE) that allow you to upload material to your meeting ahead of time. With this, the material you want to show is already uploaded, and can be opened and shown right in your participants’ browsers. Which, in turn, means that the above points of worry disappear in an instance, and that your customer/prospect get a seamless experience with as little friction or wait as possible.
Vanderbilt School of Medicine, Are you feeling Zoom-ed out? You’re not alone, Oct, 2020
Did you know? SP_CE actually has functions that make all of the above possible. Contact us for a demo and meet one of our Remote Sales Experts, who can show you how and help you on your journey into the digital space. You can also find more resources and sales tips in our Remote Sales Hub.