Author: Shelley Walters
One top tip you need to maintaining a high level of engagement among all parties in any meeting is a challenge. But, doing it in a video-led environment makes the real-world challenge look like child’s play so Learn the one top tip. If you have spent any time on video calls up to now, you […]
One top tip you need to maintaining a high level of engagement among all parties in any meeting is a challenge. But, doing it in a video-led environment makes the real-world challenge look like child’s play so Learn the one top tip. If you have spent any time on video calls up to now, you will know what this means.
The winners in this new world of online selling will be the ones who master this, and the ones who can keep all the key stakeholders engaged, or better still, captivated.
Building trust and credibility will help you get the meeting, once in the virtual room however you will need to increase your reach and influence if you hope to not only gain but to hold the attention of your key decision-makers,
There are at least three criteria to building trust:
But, beyond building trust, we need to find ways of increasing the influence we have over key decision-makers, as well as those who play different roles in the evaluation of the purchasing decision.
The call before the meeting:
There are a number of ways to increase your influence with decision-makers in an online meeting. The most powerful is to ensure that your sponsor is primed to introduce you to the other attendees as the expert who has been invited to contribute to the discussion.
Simply having your champion introduce you as the expert while explaining why they invited you specifically, can make a considerable difference to the amount of time, attention and influence your customer is happy to give you!
This call has additional benefits; by timing it the day before the meeting you give your sponsor opportunities to open up and share any new information that may have cropped up between your last discussion and your upcoming meeting. Not to mention that this step powerfully demonstrates your commitment and care to your client. This is a very different behaviour type from those who simply stumble from one meeting to another.
Next week we will be talking to you about pitching online, and specifically where 99% of online pitches FAIL. Don’t miss it!
Contact Us at WeSpeak Global and follow us on Twitter
The articles, video and images embedded on these pages are from various speakers and talent.
These remain the property of its owner and are not affiliated with or endorsed by WeSpeak Global.
Wartime British Prime Minister, Sir Winston Churchill, said, “A lie travels halfway around the world before the truth has time to put its pants on.” Now, with the proliferation of social media, and twitter in particular, a lie can circumnavigate the globe before the truth even realises it’s not wearing trousers. And it took another […]
A sales slump is a time in which a sales pipeline loses its momentum, leads slow down, or stop coming in altogether, opportunities that are already in play begin to stagnate, and deals that we were sure to win we either lose to a competitor or to a lack of decision-making readiness from the customer. […]
Whatever you call them, Generation Z – the youngest generation is changing the rules, challenging our boundaries and recreating a generationally cohesive workforce! My first job in high school was working at a grim bagel shop called the Bagel Baker. This was pre-Starbucks, where being a barista has an element of cache’. This was […]
What Makes Good Art? What makes art good? What makes work and business inherently good? To do good work, and create good work is something that we all want to do, right? We also want to be told that we have done something good, created something that people like and want. We want to know […]
Drink more water! About 60-70% of the body is made of water, so drinking enough of it helps maintain the body’s fluid balance. This assists in transporting the relevant nutrients throughout the body, helps to regulate body temperature, and is a vital ingredient in good digestion. Besides flushing out toxins and maintaining regular bowel habits, […]
GUIDE TO A TURBULENT WORLD from Economist and best-selling author Dr Dambisa Moyo (St Antony’s, 1997) discusses the world we’re in and how to negotiate it. Economist Dr Moyo (St Antony’s, 1997) was drawn to St Antony’s for its international, graduate student body and expertise in ‘macroeconomics and geo-politics’ as she puts it. She completed […]
A little while ago, I wrote an article titled “Critical thinking for the Adaptive Leader – nine key characteristics to What are your sacred cows”, which featured on the Conference Speakers International website. I briefly highlighted nine characteristics that Adaptive Leaders adopt to navigate a changing world. For this article, I am going to be […]
Have you heard about the mildly seductive and The Unbearable Pain of Pleasure extremely elusive ‘I’ll be happy’ game? I used to play it all the time. “I’ll be happy when I lose 10 kilograms.”, “I’ll be happy when I find a lifetime partner.”, “I’ll be happy when the millions come rolling in.” There’s an […]
Our Mission
© All rights reserved 2025. Created using VOXEL THEME
