From the course: Virtual Selling for Sales Professionals
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Incorporate the five senses to increase involvement
From the course: Virtual Selling for Sales Professionals
Incorporate the five senses to increase involvement
- Customer engagement is more difficult virtually. If your sales presentation lacks interactivity, prospects forget most of what you say. In fact, according to adult learning theory people retain 10% of what they hear, 50% of what they see and hear, and 90% of what they say and do. What that means is that if you simply rattle off a sales pitch, your customers will forget 90% of it. When you turn on your camera and create inspiring visuals, you'll increase retention. However, you will increase your sales dramatically when you also have them interact with you. For virtual sellers, this means using chat, polls and screen sharing. This means involving as many of the five senses as you can. Here's some ideas. Let's start with chat. No matter the video conference tool, you should have access to the text-chat sidebar. Now, to increase engagement in the discovery and to involve all the decision makers, consider writing down…
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