Making strong sales presentations is critical for winning more business, but doing them well online can be difficult. What works in-person often doesn’t translate to an online environment.
Virtual presentations can be a great way to connect with potential customers and sell your products or services, but if they’re not done correctly, they can be ineffective and even embarrassing.
Sales teams are often unsure of how to make the most of online sales presentations and can easily fall into common traps that lose them deals. But, discover how to get it right and you can turn virtual selling from a challenge into an advantage.
The key is to make a great first impression and ensure the whole team is on its game. Fail to make a great first impression from the start and it becomes even harder to build rapport and trust through the call.
That’s why success in the virtual selling environment begins with the setup.
That’s why we show every sales professional we train on virtual selling the benefit of thinking C.R.I.S.P. every time they get ready to present to potential clients online.
It’s a simple checklist to guarantee your setup is good and that everyone on the sales team makes a good first impression.
So what is C.R.I.S.P.?
C – Camera
Set the camera up correctly so it is pointing directly at you. Look into the camera when you are talking but don’t stare.
R – Reflection
Check all potential reflections before you start. This is particularly true if you have glasses or have a window or mirror in the background, which may reflect light or reveal something of your set-up that you wouldn’t want your potential clients to see, like your notes.
I – Illumination
If possible, make sure you don’t have light behind you. Preferably use a natural light source behind the camera or a light ring to illuminate your face. The light needs to be even to avoid dark areas and harsh shadows.
S – Sound
It goes without saying that you want to avoid sounds going off, such as your mobile phone or other household noises, like doorbells, etc. Make sure you own sound is working properly and test sound with each team member beforehand to ensure all your volume levels are similar.
P – Position
Try to position all members of the team so you all roughly show the same amount of face and torso – newsreader style. It can be awkward when one person is sat back, and another has their face much closer to the camera, so be consistent. Distance from the camera is important as the viewer should be able to see your hands when you are mirroring their action or making a point.
It goes without saying that rehearsing the setup before a call is a valuable activity to make sure everyone in the team adheres to the C.R.I.S.P. principles.
As you can see, it’s not complicated and it can be easily to implement – you just have to make it part of your team’s process each time you have a virtual selling opportunity.
Of course, this is just the setup. There are many more elements to consider when running a successful online sales presentation.
To discover more, watch the full workshop, How to overcome the challenges of virtual selling and transform it into your advantage with Martin Coburn and Ian Mackenzie. For a limited time, watch the workshop and download the workbook free. Click here to access the training today.