Sales involve a lot of in-person interaction that helps in creating human connection and engagement. There has been a shift from face-to-face meetings to virtual customer meetings. Video conferencing has largely increased over the last couple of years, over 48%. And this was before the onset of the pandemic. Although virtual selling offers benefits to both buyers and sellers, it does impact the sale process as well as the sales reps.

Video conferencing is short and therefore, it is difficult to create engagement and rapport. Whereas in a one-on-one meeting, one can read the body language of the prospect and even adjust accordingly.

To ensure that you have a successful virtual sales meetings and create lasting relationships, here are a few handy tips for you:

Virtual Working Space 

A basic yet effective tip is ensuring a silent background along with good audio/video quality. Invest in a high-quality noise-canceling headset. Also, focus on your internet connection. Compared to Wi-Fi, a direct wired internet connection is significantly reliable. Ensure to upgrade your bandwidth, so you don’t end up apologizing for poor video or audio quality.

Create Agenda for Meeting

Before you schedule a meeting, you must have an agenda/plan for the meeting. This assists the sales rep in having a clear path and ensures not miss anything.

Reminder for Meeting

The prospect might be busy, and the fact that you are going to have a meeting with them slips from their mind. See that you send a reminder at least a day before the meeting. This will help the prospect in setting their schedule and preparing questions if any.

Engaging Presentation & Content

The most important thing to do in a virtual sales meeting is to keep the prospect engaged and attentive. Do not focus on talking about your product/service or company only. Have open-ended questions for them. Learn more about the problems they are facing and whether you have an ideal solution for them.

A presentation lets you paint a picture of all that you have been telling them. This way, the prospect is better able to understand your business offerings. You can use a sales enablement software like Content Camel. It will help you in recommending great content and pull out relevant information you can use in your presentation. The top sales enablement tools are designed to assist sales reps and cater to customer needs.

Backup Plan for Technical Issues

Quite often, internet outages and difficulties disrupt and interrupt virtual sales calls. It’s wise to have a backup plan in case something goes wrong. Technical issues can arise anytime. Having a backup could help get back online as early as possible.

Take Notes

It is not always possible to remember everything that a prospect tells you during a meeting. Taking notes during a sales meeting assures that you don’t miss anything or any important information and boost your sales in the long run. When you take notes during a meeting, it also helps you create an overview of your prospect for better follow-ups, and you can make more targeted presentations.

Record the Meetings

When the sales meeting is recorded, it leads to more focus and attention. Rather than focusing on noting down every detail, recorded meetings ensure that you do not miss any insights as you give your complete concentration and attention to the prospect.

Apart from this, recordings also help with the analysis of the meetings, allowing you in-depth insights into your selling skills and prospect. Try to find what factors intrigued the customer and got him more interested and what things made the conversation stall.

Follow-up with the meeting’s summary

Once the sales call is over, it is important to send a summary of the meeting when the call gets over. This assists in establishing clarity and communication. Sending the meeting’s summary involves sending a recap of all the points that the meeting covered. Moreover, it also consists of the next steps you are going to take in the process.

Wrapping up, following the above tips could prove to be rather helpful in improving your virtual sales meeting and increasing your chances of successfully closing a deal. Follow these tips along with implementing a sound sales content strategy to get increased productivity and efficient sales for your business. It is imperative that you choose your sales tools wisely and consciously for better results.

Good luck!