Engage and Interact With Prospects
Posted: Tue Dec 17, 2024 6:17 am
Sales reps can still interact with customers and build relationships even in a remote, virtual environment. Here are a few techniques that will help:
Don’t make a sales pitch. Engage the prospect. Build rapport.
Use stories to captivate and connect. As an added benefit, stories help improve the recollection of facts.
Be edgy. Again, a little friction will encourage audiences to engage the speaker.
Switch it up too. Use different graphic techniques telegram number list such as whiteboards which allow others to see what you write or draw instantly. Include quick polls. Direct questions to the buyer and encourage the prospect to ask questions.
And don’t fill up the screen with slides. Let both the sales rep and the buyers see one another.
4-Prepare and Practice
I know it’s common to think that your message is the most important thing. But you can’t rely on content alone. It’s estimated that an effective presentation is 38% voice, 55% nonverbal communication (body language) and only 7% content. This is why it’s critical to let the customer see the sales rep.
It’s important to come across as professional and totally in control. You don’t want technology glitches during a presentation. Ensure your reps know how the software and hardware work and that everything is going well BEFORE connecting with the prospect. You can do this by encouraging your reps to practice connecting remotely with one another.
And speaking of practicing, Presentation Panda estimates that 79% spend at least one hour practicing their presentation before giving it. We suggest that your reps practice at least that long, ideally longer.
If your reps need help with their presentation style, hire a professional to build their skills and teach them the basics of good sales presentations. A sales rep who conveys confidence to prospective customers will be successful.
5-Ditch the Tired PowerPoint Presentation
While people admit that they lose interest in a PowerPoint presentation after about 10 minutes, the vast majority (89%) of presenters still rely on PowerPoint. It’s time to break out of convention and try something else. PowerPoint is too `80s and not dynamic enough given the technology available today. You’re in the digital video era now; arm your sales reps accordingly:
There are several alternatives to PowerPoint, including Prezi Video, Visme and Slidebean.
Ensure reps have access to screen-sharing technology to be more interactive and spontaneous.
Include live demonstrations.
Mix up the graphics to include bullets, charts, whiteboard and video.
Record presentations so your reps can share a copy with the prospect. This way, buyers can review it at their leisure and pick up important points they may have missed or forgotten.
6-Leave them with a Call to Action
“Always be closing” is still important to keep the sales process moving forward. Close with strong advice. Recommend next steps. Offer to send information. Invite prospects to review the presentation. And above all, set a follow-up date and time.
Don’t make a sales pitch. Engage the prospect. Build rapport.
Use stories to captivate and connect. As an added benefit, stories help improve the recollection of facts.
Be edgy. Again, a little friction will encourage audiences to engage the speaker.
Switch it up too. Use different graphic techniques telegram number list such as whiteboards which allow others to see what you write or draw instantly. Include quick polls. Direct questions to the buyer and encourage the prospect to ask questions.
And don’t fill up the screen with slides. Let both the sales rep and the buyers see one another.
4-Prepare and Practice
I know it’s common to think that your message is the most important thing. But you can’t rely on content alone. It’s estimated that an effective presentation is 38% voice, 55% nonverbal communication (body language) and only 7% content. This is why it’s critical to let the customer see the sales rep.
It’s important to come across as professional and totally in control. You don’t want technology glitches during a presentation. Ensure your reps know how the software and hardware work and that everything is going well BEFORE connecting with the prospect. You can do this by encouraging your reps to practice connecting remotely with one another.
And speaking of practicing, Presentation Panda estimates that 79% spend at least one hour practicing their presentation before giving it. We suggest that your reps practice at least that long, ideally longer.
If your reps need help with their presentation style, hire a professional to build their skills and teach them the basics of good sales presentations. A sales rep who conveys confidence to prospective customers will be successful.
5-Ditch the Tired PowerPoint Presentation
While people admit that they lose interest in a PowerPoint presentation after about 10 minutes, the vast majority (89%) of presenters still rely on PowerPoint. It’s time to break out of convention and try something else. PowerPoint is too `80s and not dynamic enough given the technology available today. You’re in the digital video era now; arm your sales reps accordingly:
There are several alternatives to PowerPoint, including Prezi Video, Visme and Slidebean.
Ensure reps have access to screen-sharing technology to be more interactive and spontaneous.
Include live demonstrations.
Mix up the graphics to include bullets, charts, whiteboard and video.
Record presentations so your reps can share a copy with the prospect. This way, buyers can review it at their leisure and pick up important points they may have missed or forgotten.
6-Leave them with a Call to Action
“Always be closing” is still important to keep the sales process moving forward. Close with strong advice. Recommend next steps. Offer to send information. Invite prospects to review the presentation. And above all, set a follow-up date and time.