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How to make a successful remote sales presentation?
Whether it is a purely ecological, economic, international deployment, optimization of your travel time or more basically linked to a strong impossibility to move you ( ????), of a generalized confinement ( ????), the remote commercial presentation imposes itself as the perfect teammate of the more traditional and unavoidable face to face meeting.
At Salesapps we have been organizing a large number of remote presentations since our inception thanks to Sales Enablement.
Here is a small digest of the key points on how to make a successful remote sales presentation:
1.check your environment
Your environment will shine during your sales presentation. We therefore recommend that you isolate yourself in a quiet room. Uncontrolled interactions from outside will not be of the best effect. If you decide to film yourself, check the brightness and background of your camera.
As this may be the first remote sales presentation for your contact, any disruptive elements during your meeting will have an impact on your sales approach.
So remember to check the quality of your connection. You can check it on sites like https://www.speedtest.net
2. prepare the material used
It goes without saying, especially if this is your first sales presentation, that you must check your material:
- Your computer
- The Conference Application(s)
- Your headphones, to hear and be heard
- Your webcam, if you decide to film yourself
We recommend that you plan an upstream test between colleagues to begin with and ideally with your client if it has a high security policy (large accounts).
There are many different conferencing applications(Zoom, Join.me, Webex, GoToMeeting, Skype, Teams, etc.), some of which are free, others of which are paid. There is no really perfect solution in 100% of situations. Favour solutions that minimize the installation for your contact, such as Zoom or Join.me for example.
In any case, a good solution is to be flexible on the different applications and to offer your customer the possibility to impose his solution.
In some situations these applications may be imposed by your customers' IT.
3. favour screen sharing!
You have prepared your environment and your material, so you are ready to make your remote sales presentation.
In all presentation situations, we recommend that you browse through the material via screen sharing. The temptation may be strong to send the 2 or 3 pdf's you have planned to view with your client at the beginning of the meeting but this is a mistake that could cost you the attention of your interlocutor.
So share your screen!
Even just the application or document you are going to show to hide the possible arrival of notifications, emails, etc. and leave you free to take notes in parallel.
Give as much hand as necessary to your interlocutor to allow him to interact with the remote sales presentation and your content (this is the presenter function in your web conferencing application).
4. do not impose the webcam
If you are comfortable and your environment has been well prepared, the video for your remote sales presentation has a real advantage and creates a proximity. However, you should not formalize it. Even worse, do not indirectly impose the webcam on your interlocutor. Some people are not at ease and may be disturbed by the camera. It is therefore advisable to be comfortable and flexible on this subject.
The other thing to consider when using video is its bandwidth consumption.
Of course today's networks are often powerful enough to allow good quality video, but if you see signs of a drop in capacity on your connection, sacrifice the video first for the sake of the appointment!
5. involve, interact
You are not physically with your customer. However, you can erase the distance through the interactions you will create with your client.
Get them to react and bounce back. Create interactivity in the materials you present, possibly create questions, directly in your media or application, to encourage them to speak.
All these elements must be prepared in advance to ensure maximum fluidity in the use of your sales presentations.
Finally, verbally acknowledge the progress you have made in your sales approach to improve your sales.
6.Use an app for sales: Salesapps!
The use of a Sales Enablement solution in its remote sales presentation function is ideal (and even essential) for successful remote presentations. As on a tablet, the sales experience must be optimal and thought for the interaction.
Everything is provided in your application to allow you to :
- Master what is seen and presented,
- Seduce your interlocutor through a dynamic interface and your image,
- Have all your materials at your disposal,
- Engage with filters, polls, quizzes, etc.
- Share live or at the end of the meeting,
- Build presentations tailored to your audience,
As strange as it may seem, some companies question from time to time the relevance of a sales application for remote appointments. However, it is in these situations where representation is key and you are not face to face with the customer that the need for a powerful tool is strategic! Just as for a face-to-face meeting, your image and your professionalism are at stake.
The more attractive, precise, adapted and engaging your approach will be for your interlocutor, the more you will transform your online commercial presentations ...
7. follow up on your appointment
The aftermath of a good remote meeting is clearly identical to that of a good physical meeting. You have seduced, engaged your client and even closed your deal and you have saved time.
You used Salesapps to sell remotely, you will also have a tracking of what you shared by email and ideally all your appointment script directly and automatically transcribed into your Salesforce CRM.
Physical meetings and remote meetings form a perfect pairing for the salesperson, with different advantages and benefits that must be mastered.
A good preparation allows you to perfect your commercial presentations at a distance and frees you from the various constraints related to transport.
To close this article on how to succeed in your remote sales presentation, a statistic and a graph, if they were necessary, to measure the impact today of the remote sales appointment:
About 66% of companies are now regularly conducting web-based conferencing with clients and prospects during the sales process, because they improve efficiency and the quality of interactions.
-CSO Insights
If you liked this article, I invite you to download our white paper: " Digitalization of customer meetings " and to contact us.
Other articles that might interest you:
- Your computer
- The Conference Application(s)
- Your headphones, to hear and be heard
- Your webcam, if you decide to film yourself
3. favour screen sharing!
You've prepared your environment and your equipment, so you're ready to roll out your remote sales presentation. In all presentation situations, we recommend that you browse through a support using screen sharing. The temptation may be strong to send the 2 or 3 PDFs you have planned to view with your customer at the start of the meeting, but you can't do that. It's a mistake that could cost you the attention of your interlocutor.
So share your screen!
Even just the application or document you're going to show, to hide the possible arrival of notifications, e-mails, etc., and leave you free to take notes in parallel. Give your interlocutor as much hand as necessary to allow him or her to take notes. interact with the remote sales presentation and your content (this is the presenter function in your web conferencing application).
4. do not impose the webcam
If you are comfortable and your environment has been well prepared, video for your remote sales presentation offers a real advantage and creates proximity. But don't be too formal. Worse still, don't indirectly impose the webcam on your interlocutor.. Some people are not comfortable with this and may find themselves disturbed by the camera. So it's important to be comfortable and flexible on this subject. The other thing to bear in mind when the use of video is its bandwidth consumption. Of course, today's networks are often powerful enough to allow good quality video, but if you see signs of a drop in capacity on your connection, sacrifice the video first to save the appointment!
5. involve, interact
You're not physically with the person you're talking to. However, you can erase distance thanks to the interactions you'll create with your customer. Get them to react and bounce back. Create interactivity in the media you present, create questions, directly in your media or application, to encourage people to speak up. All these elements must be prepared in advance to ensure maximum fluidity in the use of your sales presentations. Finally, verbally acknowledge the progress you've made in your sales approach, so that you can make further progress in your sales.
6.Use an app for sales: Salesapps!
The use of a Sales Enablement solution in its remote sales presentation function is ideal (and even essential) for successful remote presentations. As with a tablet, the sales experience must be optimized and designed for interaction. Everything in your application is designed to enable you to :
- Master what is seen and presented,
- Seduce your interlocutor through a dynamic interface and your image,
- Have all your materials at your disposal,
- Engage with filters, polls, quizzes, etc.
- Share live or at the end of the meeting,
- Build presentations tailored to your audience,
7. follow up on your appointment
The after-effects of a good remote appointment are clearly identical to those of a good physical appointment.. You've seduced and engaged your customer, even closed the deal, and saved time in the process. You've used Salesapps for distance selling, you'll also be able to track what you've shared by e-mail and, ideally, your entire appointment script will be directly and automatically transcribed into your Salesforce CRM.. Face-to-face meetings and remote meetings form a perfect pair for the salesperson, with a range of advantages that need to be mastered. Good preparation helps you perfect your remote sales presentations, and frees you from the various constraints associated with transport. To conclude this article on how to make a successful remote sales presentation, a statistic and a graphif necessary, to measure the impact of remote sales meetings today :
About 66% of companies are now regularly conducting web-based conferencing with clients and prospects during the sales process, because they improve efficiency and the quality of interactions.
-CSO Insights
If you liked this article, I invite you to download our white paper: " Digitalization of customer meetings " and to contact us. [post_title] => How to make a successful remote sales presentation? [post_excerpt] => [post_status] => publish [comment_status] => open [ping_status] => open [post_password] => [post_name] => comment-reussir-sa-presentation-commerciale-a-distance [to_ping] => [pinged] => [post_modified] => 2022-09-21 10:26:02 [post_modified_gmt] => 2022-09-21 08:26:02 [post_content_filtered] => [post_parent] => 0 [guid] => https://www.salesapps.io/?p=9880 [menu_order] => 0 [post_type] => post [post_mime_type] => [comment_count] => 1 [filter] => raw )
