It’s hard work to make a virtual call a conversation and not a one-way presentation. When that happens you lose the benefit of collaboration with your prospect. That collaboration is a definite sign of their buy-in to what you are proposing. It may also be true that the buyer is expecting a one-way presentation. How boring! And what does anyone gain from that?
Setting up expectations at the beginning lets everyone know what to expect. Learning how to ask the right questions to get your prospect talking about what is important and listening to the answers helps move the process along.
How many times have you seen someone on a virtual call who is too close to the camera so that all you see is their forehead? Can you imagine where the buyer is focusing their attention? Sales people need to be aware of the virtual image they are projecting to the camera. Being professional is still important in establishing credibility. Projecting the image of someone who is not blows the credibility out the window.
