Most companies have transitioned or are transitioning to a digital only format. What are your observations about the core tenets of sales being challenged in this format - body language , personal connects , first impressions, etc.? I am seeing a lot of new sellers starting directly in this format and feeling awkward when they do actually meet their colleagues/ customers. What has been your expereince (without any bias for right/ wrong)?
Good topic, @rajdeep. Timely for the next generation. My recommendation to any newer seller is observe veterans as much as you can. If you can ever sit in a meeting to watch them do what they do, take that opportunity. Ask questions after. Find out how they transitioned from the digital format to the IRL meeting. They’ll most likely be pretty candid if you approach them.
Here’s the thing. Even if they make it look easy, I think you’ll likely find that there are some points where it was a challenging or awkward in some way. You may think you know someone from a call, but then they are different in person. Maybe for the better, maybe not. That’s when you have to pivot on the fly, and the vets have been doing that for years and years. Always adapting.
One thing I recommend if you can is getting a standing desk for digital calls. Let your body move. If you sit still, you may be stiff. Get used to natural movement on these calls as often as you can. I find it loosens me up and gets me better prepared for interacting in the same room as customers. It can be less jarring to go from standing a lot to the higher energy interactions of in-person, where body language really comes more into play.
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it’s harder to get body language over zoom, especially when people turn off their cameras. When they’re on camera, I look out for leaning-in, hands on the chin or mouth, and furrowed brows.
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