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1、how t o m a ke v irt ual sales c a l ls engagi ng and m e m o ra b leis v i t a lvirtualvirtual selling is v i t a lTim RiestererChief Strategy Officer,Corporate Visions1Virtual is Vital:How to Make Virtual Sales Calls Engaging and MemorableAccording to our recent industry survey of over 500 B2B sal

2、es reps,nearly 70 percent of salespeople dont believe that virtual selling is as effective as in-person.Sales reps say that participants tend to multi-task,theres very little interaction,and its more difficult to build relationships when meetings arent face-to-face.But despite the vote of no confide

3、nce,most sales meetings happen in a virtual setting.And sales reps need to understand what works(and what doesnt)for these virtual meetings.Much of the advice out there will tell you that you need some decent lighting and to place your camera so its not pointing straight up your nose.But how much do

4、es that actually help?When youre online,your well-lit,perfectly framed visage becomes a tiny image in the corner of a computer screen.So youve only improved a small part of the overall presentation.Your sales deck is now the most visible and visual part of your audiences experience.Your story and yo

5、ur slides are the focus of attentionor not,depending on how well they do the job.With that in mind,you might expect companies to put more effort into developing slides that are up to the task.But thats sadly not the case.Even though 90 percent of sellers believe presentation slides should be differe

6、nt for virtual meetings,the majority(68 percent)continue to use nearly the same slide deck that used to be the backdrop for an in-person conversation.Salespeople need to adapt their presentations to this new(virtual)reality.And thats what this e-book is all about.In the pages that follow,youll learn

7、 how to clarify your most important message,design a presentation that holds your audiences attention,and ensure they remember you when its time to buy.Using brain science principles and research-backed conversation techniques,youll have what it takes to develop and deliver an engaging and memorable

8、 virtual sales presentation.Why dont the vast majority of salespeople think virtual selling is as effective as in-person?You Just KNOW Your Audience is Multi-tasking Eighty eight percent of survey respondents said their audience is likely to multi-task during virtual meetings.83 percent even admitte

9、d to multi-tasking during other peoples meetings.You Cant Read Body Language Most sellers think people would multi-task less if their cameras were on.Still,82 percent dont ask their audience to turn on video.Whats more,almost two-thirds of sellers dont even turn on their own cameras!You Dont Engage

10、Your Audience When asked what they dread most about selling virtually,nearly half of survey respondents chose“passive presentations and boring slides.”But is that a self-fulfilling prophecy?Even though 90 percent of sellers believe their slides should be different for online presentations,68 percent

11、 of them use the same or a similar slide deck as they do in person.reality checka (v ir t u a l)82%of sellers rarely or never ask their customers to turn on their cameras65%of those sellers rarely or never turn on their own cameras65%82%body language88%of sellers believe their audience multi-tasks d

12、uring virtual sales calls77%of those sellers believe that their clients would multi-task less if video cameras were on77%88%multi-tasking2Virtual is Vital:How to Make Virtual Sales Calls Engaging and Memorable90%of sellers believe virtual selling presentation slides should be different than those th

13、ey use for in-person meetings68%of those sellers continue to use essentially,mostly,or exactly the same deck for both situations68%90%audience engagement69 percent of sellers believe virtual selling cant be as effective as in-person.control your message01.02.focus their attention03.prime your audien

14、ceb ui l d t he r ight st orycreate compelling dialogue04.05.build dynamic interaction06.engage for impactte l l t h e st o r y t h e r ig h t wayWhen your slides are the only visible way to grab and hold your buyers attention,your presentation has to do most of the heavy lifting.But its not simply

15、about making your slides look great.Visuals play an important role,but the purpose of your presentation is to deliver a message that your buyers will rememberand ultimately act onafter the call.So,you not only need to build the right story.You also need to tell the story the right way.3capture o n v

16、 i r tu al s al es cal lsa n dkeep attentionbuildt h e r ig h t s t o r yc apt u re and keep attentio n o n v ir tual sales c al lsc o n t ro l yo u rbu i ld th e r i gh t s to r ymessage5Virtual is Vital:How to Make Virtual Sales Calls Engaging and MemorableOur research shows that your audience wil

17、l forget about 90 percent of what you communicate after 48 hours.But thats not the worst of it.The really bad news is that the little they do remember is completely random.As a general measure,we refer to the small amount of information people remember as a metaphorical“10%.”So when youre talking to

18、 your prospects and customers,you need to intentionally clarify your 10%message and repeat that message throughout your presentation.If your message isnt explicitly clear,each person will walk away with a different understanding of what they just heard.But if your goal is to drive consensus around a

19、 specific buying decision,you need to make sure your audience doesnt just remember somethingthey need to remember the right thing.01.An effective 10%message meets the following criteria:FOCUSED Do you have one main message with no more than 3-4 supporting points?REWARDING Is your main message linked

20、 to something your audience finds rewarding?DIFFERENTIATED Can someone else in your field claim your message,or is it unique to you?REPEATABLE Does your message come to mind easily so that someone can tell it to someone else?ACTIONABLE Is your message phrased as an action you want your prospect or c

21、ustomer to take?6Virtual is Vital:How to Make Virtual Sales Calls Engaging and MemorableattentionTheres a popular myth that people have shorter attention spans than 25 years ago.But our research disproves that idea.People have a great capacity for prolonged attentionjust ask anyone whos ever binge-w

22、atched a television show.The problem is that they now have a higher threshold for stimulation.Theyre surrounded by highly stimulating distractions that pull their attention away.Your audience is listening to your presentation with all the enticing distractions of home right at their fingertips.Youre

23、 competing for attention with their phone,email,social media,and even their fridge.To grab and hold your audiences attention,you need to overcome that stimulation threshold with impactful,dynamic visuals and interactive elementsall while continually directing their attention to what you want them to

24、 remember throughout your presentation.To focus your audiences attention,use:COLOR Guide your audiences eyes to the most important information on your slides by adding a splash of color and graying out other parts.SIZE Adjust the size of specific information or visuals on a slide to increase or decr

25、ease their importance relative to the other information.ANIMATION Add motion to a slide to sustain your buyers attention while you gradually reveal a complex idea.LESS INFORMATION Simplifying complex content is not the answer to memorable presentations but,when applicable,reduce unnecessary informat

26、ion from your slides to keep your audience focused on the essentials.Dr.Carmen SimonChief Science Officer,Corporate Visionsroa:return on attentionA word of caution when choosing how much information to reduce in your slides.On one hand,too much information can negatively impact your audiences focus.

27、On the other hand,too little information will lead to boredom and multi-tasking.The brain is drawn to complexity because complexity synchronizes better with how the brain itself works.So offering your audience manageable complexity by controlling elements such as color,size,and animation will help d

28、irect peoples attention and focus.Using animation,for instance,helps your buyers brains focus and understand information more easily.You dont need to include every kind of visual stimulus on every slide.But if you invest in some visual elements to gain more attention and make it easier for your buye

29、rs to remember you,youre getting an outstanding return on attention.bu i ld th e r i gh t s to r yfo c u s t h e ir02.7Virtual is Vital:How to Make Virtual Sales Calls Engaging and MemorableYoure sharing great information.But are your buyers still paying attention,even in the middle of your web sess

30、ion?If you want to keep people engaged throughout your entire presentation,you need to prime their brains to pay attention when it matters most.That means identifying the key moments where you want to attract more attention and,right before those moments,intensifying the stimulus with a powerful“pri

31、ming”slide.Research shows that using intense visual stimulus in this way spikes peoples attention and engagement in those moments.Not only thatthey stay engaged for the next 30 to 60 seconds.So,right before you share important information,use a priming slide to re-capture your buyers focus and prime

32、 their brains to pay attention to what comes next.STRONG PRIMING SLIDES:Connect to the theme of your presentation Are simple to understand Use emotive and unexpected visualsWEAK PRIMING SLIDES:Stray from the theme of your presentation Are too complex or abstract Are used as content slides instead of

33、 primersbu i ld th e r i gh t s to r ybrainp r im e t h e ir03.tellt he s t o r y t h e r i g h t wayc apt u re and keep attentio n o n v ir tual sales c al ls9Virtual is Vital:How to Make Virtual Sales Calls Engaging and MemorableYouve built your story with a powerful message and stimulating visual

34、s.But what about the conversation during the call?To keep peoples attention and focus when presenting your insights,you need to move away from a one-way monologue and skillfully create a two-way dialogue.How?A Corporate Visions research study,conducted in partnership with Dr.Zakary Tormala of Stanfo

35、rd University,found that presenting an insight before asking a question can improve your persuasive power.But theres a precise choreography to follow when provoking this kind of dialogue.Its called DIQ,or Data,Insight,Question.dialoguec re a t e c o m p e l l in g04.t el l th e s to r y th e r igh t

36、 wayDATA Start your dialogue with a piece of data thats related to an external factor thats important to your buyers business.INSIGHT Turn that data into an insight by placing that information in the context of your buyers business and current situation.QUESTION Then,and only then,do you ask a quest

37、ion that will provoke a dialogue.This transfers ownership of the insight and initiates the process of self-persuasion.Use this DIQ framework to create a more compelling dialogue about the information youre sharing,rather than just a one-way monologue.Doing so will keep your audience engaged and help

38、 make your 10%message more persuasive and memorable.message impactinsight onlyquestions then insight14%increase9%increaseinsight then questionsAccording to our industry survey,salespeople find virtual selling challenging because its difficult to build relationships,presentations are too passive,and

39、as a result,theres little to no audience engagement.So,how can you tell your story in a way that creates a more interactive and engaging experience during virtual sales calls?TURN YOUR CAMERA ON Getting people to show up on video is a simple and effective way to prevent multi-tasking,build connectio

40、n,and engage with your audience.USE ANNOTATION Using the Pen feature in PowerPoint,you can write or draw directly on your slides while youre talking with your buyers,to direct their attention to key points and bring them into the experience.WHITEBOARDING Live whiteboarding makes your presentation mo

41、re dynamic and differentiates you from nearly every other presentation they will see.USE CHAT AND POLLS Use chats and polls to facilitate interaction with everyone on the call,discover audience sentiments,and drive consensus around key issues and opportunities.When all your attendees show up as smal

42、l squares on a screen,its difficult to create the same level of participation as an in-person meeting.But using these simple techniques,you can instantly improve your presentation by making it more engaging and interactive.10Virtual is Vital:How to Make Virtual Sales Calls Engaging and Memorablewhy

43、isnt everyone whiteboarding?Five years ago,we did a breakthrough study with Dr.Zakary Tormala of the Stanford Graduate School of Business,comparing whiteboard-style visuals to the traditional slides that use stock photography and bullet points.The result?Those who viewed the whiteboard-style story r

44、emembered 14 percent more than those who watched a traditional slide deck.In addition,the whiteboard approach scored,on average,10 percent higher in terms of perceived uniqueness,interest,credibility,and trustworthiness of the speaker.Despite the introduction of touch screens and annotation tools,83

45、 percent of companies we recently surveyed continue to rely on static PowerPoint slides,while less than four percent use whiteboard visuals for virtual sales presentations.If youre a seller,set your mind on improving your annotation and whiteboarding skills in the digital environment and you can dif

46、ferentiate yourself from 96 percent of the other presenters out there.Tim RiestererChief Strategy Officer,Corporate Visionst el l th e s to r y th e r igh t wayinteractionb u i ld d y n a m ic05.11Virtual is Vital:How to Make Virtual Sales Calls Engaging and MemorableMost salespeople wouldnt dare as

47、k their audience to do something that might seem unusual or out of the ordinary.Many try and keep the conversation verbal-only,while others only ask participants to click a link to access the web conference.But adding friction to your presentation can actually be a good thing.In a research simulatio

48、n,we split 800 participants into three groups while they participated in a sales presentation.One group only listened to the presentation.Another group was asked to draw a simple visual about the 10%message while they listened to and watched a slide presentation.Asking your buyer to draw a simple vi

49、sual story and write down specific notes during virtual sales calls can improve engagement,differentiation,and recall.Plus,it can make your story more convincing.Using interactive visuals improves how quickly people process your 10%message and it helps embed it into your audiences minds.They become

50、more personally invested in the story.And,they will be able to re-tell that story to others in their organization long after the call.t el l th e s to r y th e r igh t wayimpacte n g a g e fo r06.listen,watch,and draw alonglisten and watchoverall pitch viewed as more unique14%increase12%increaselist

51、en,watch,and draw alonglisten and watchconfidence in ability to recall and retell the story10%increaselisten,watch,and draw alonglisten and watchconvinced there is a business challenge that vendor can help solvecontrol your message01.02.focus their attention03.prime your audiencebui l d t he r ight

52、st orycreate compelling dialogue04.05.build dynamic interaction06.engage for impactte l l t h e st o r y t h e r ig h t way12Every sales conversation is now a virtual sales conversation.To be successful,you need to engage your buyers,hold their attention,and deliver a clear message that motivates th

53、em to take action.When you apply the science-backed principles in this e-book,you will be able to build and deliver highly engaging and memorable sales presentations that drive decisionseven when youre not there in person.capture o n v i r tu al s al es cal lsa n dkeep attentionauthorsTim RiestererC

54、hief Strategy Officer,Corporate VisionsCorporate Visions,Inc.is the leading provider of science-backed sales and marketing training and consulting services.Global B2B companies work with Corporate Visions to articulate value in their customer conversations in three ways:Make Value Situational by dis

55、tinguishing between customer acquisition and customer expansion Make Value Specific by aligning conversations with the Customer Deciding Journey Make Value Systematic by unifying Marketing,Sales,and Customer Success to speak in one voiceTim Riesterer,Chief Strategy Officer at Corporate Visions,is de

56、dicated to helping companies improve their conversations with prospects and customers to win more business.A visionary researcher,thought leader,keynote speaker,and practitioner with more than 20 years of experience in marketing and sales management,Riesterer is co-author of four books,including Cus

57、tomer Message Management,Conversations that Win the Complex Sale,The Three Value Conversations,and The Expansion Sale.a bou t C or por a te V i s i o n sCONTACT US TO LEARN MORE Corporate Visions,Inc.|1.800.360.SELL|Carmen Simon,Ph.D.,is Chief Science Officer at Corporate Visions.A Silicon Valley en

58、trepreneur,cognitive neuroscientist,and keynote speaker,Dr.Simon has developed a groundbreaking approach to creating memorable messages that are easy to process,hard to forget,and impossible to ignoreusing the latest in brain science.Dr.Simon is the author of Impossible to Ignore:Creating Memorable

59、Content to Influence Decisions.Dr.Carmen SimonChief Science Officer,Corporate VisionsWith Corporate Visions Mastering Remote SellingTM training program,your reps will learn science-backed skills to grab and hold your buyers attention,make sure they remember your most important message,and persuade them to take decisive action,even if youre not there in person.