With the growing number of remote sales teams growing, the usage of online conference calls has become another staple in today’s modern business world. These days most people have to conduct their business using video conferencing applications like Zoom. With the pandemic remaining as a source of concern and employees wanting to switch over to remote working, it’s no wonder so many people are heavily relying on tools like Zoom.
Zoom has allowed plenty of business to continue operating through this grueling time in our lives. It has caused people to remain connected to each other and provide opportunities taken away from us as the pandemic forced everyone to shut their doors and reside inside at all times. Video conferencing platforms have become one of the most highly dependent on communication tools of our time. According to statistics, Zoom has over 300 million daily participants, which is an increase of 2900% since December 31, 2019, which only had 10 million participants logged in.
That said, your sales team is likely one of the many groups out there that is working remotely and attempting to continue closing deals. The primary priority of your sales reps is to close down those deals faster and meet the monthly quota given to them by the team leader. However, to effectively pull this off, the sales reps need to be prepared to close a deal through a sales meeting. Here are some of the best tips for closing deals on Zoom.
If you have ever been a part of a focus group, you will start to realize that the moderator will call on quieter members of the group by name and ask them a question that will bring them into the conversation. It’s a powerful method to use when you are pitching your sales to more than a single person. At times, it can be challenging for video call participants to know if someone has finished speaking so as not to speak over the other person. Thus, group calls can switch back and forth to only a few, preventing the others in the meeting from taking active participation.
If you start to notice this happening, then you need to take action. If you know that one particular person should have a question or opinion on the product or service you are pitching them, then draw them into the conversation with a polite nudging question and direct it to them by name.
Providing prospective customers with a face is something that can help them decide whether or not they should place their trust in you. Looking into the camera allows the prospect to see as if they were looking at you in the eyes, which is what you want. While it may seem simple, some people will have a hard time adjusting to maintaining eye contact with a camera and pretending that they are talking to another person. Even so, you need to keep this type of eye contact.
According to PGi Resources, only 7% of your message is conveyed through text, while 55% of that consists of body language, and 38% is the tone of your voice. It’s also one of the many reasons why video meetings have become more successful than communication over email or the phone. Furthermore, since video conferencing allows you to host these face-to-face meetings, your prospects will have a face to go along with your name. That permits you to build a rapport and trust with them.
Using a tool like Zoom grants you the ability to stand out from the rest of the competition that relies on emails. Furthermore, it’s easier to adjust your approach depending on the prospect’s reaction to your sales pitch. If the sales representative can make a good impression, it can take them a long way in developing and maintaining a robust relationship.
One of the best ways a sales representative can close their deals is through successfully educating them about the benefits and features you are providing, giving you another edge over your competitors. Content marketing is considered one of the most popular methods of getting customers to learn about a brand's products or services. The industry is estimated to be worth $400 million.
Regardless of how deep the relationship between the sales rep and the prospect is, they can use online communication platforms like Zoom to deliver a live, in-depth demonstration of the product. For example, Zoom has a feature that allows the user to screen share, which means your sales team can answer their questions, help with setups, or do walkthroughs. Furthermore, they can share videos, datasheets, infographics, and presentations explaining how it works, making the sales pitch more impactful. If your company is in the eCommerce industry, you can direct your clients to the website that houses your products and highlight your best content.
Sometimes a person may not realize that they are making a face that could make the prospect uncomfortable. The default faces we make could be interpreted in the wrong way, even if it was never our intention to make a nasty face. Most people won’t realize that they look angry or uninterested until they see the recording of the Zoom call. When people are intently listening to a conversation, they don’t realize that the resting face may not be the most pleasant one in the world. Unfortunately, it’s noticeable when it comes to one-on-one video meetings.
That is why you need to encourage your sales team to go out of their way and smile during these meetings, so they don’t accidentally turn the prospective customer off with an unintentionally nasty look. Furthermore, during an in-person meeting, the prospect will have a perfect view to see your entire body, which means they will be able to read your body language. For video calls, they will only see the upper chest area. That means they won’t see if any friendly posture or body language is being projected during an otherwise thinking face.
During a meeting, your sales team needs to make sure that they appear clearly during the meeting call. That means they should have proper lighting in place that can ensure their face is being revealed to the prospective customer. Being unable to see someone's face properly prevents them from placing a face to the name. Have your sales team call each other and test out to see how everyone looks during a video call. If any of the members of your sales seem to have an improper light source, help them in any way you can, such as purchasing a lamp.
An excellent lighting perspective will make a massive difference when it comes to these Zoom calls with prospective customers.
If there are any documents, PDFs, or spreadsheets the prospective customer needs for the upcoming video meeting, make sure to send them to them ahead of time. Ideally, you should send it a day or even a few hours before the call, but anytime before the meeting should be fine.
The prospective customer should head into the meeting informed about what your organization is trying to sell them. Doing so allows them to come in with a list of questions and increases the chances that they’ll be able to make a decision right on the spot. When the customer feels like they have all of the necessary information they need, it will allow them to make a decision sooner rather than later.
After your first zoom meeting with the customer, you should schedule a proposal review within the next 24 to 48 hours after the sales presentation has been completed. If the sales representative takes too long to reach out to them, there is a good chance the client will forget what made them excited about the product in the first place. That little time won’t grant the team enough time to prepare a tailored proposal for the customer.
Once you have finished with your first zoom meeting, make sure to get an agreement for a proposal review right after the presentation has concluded. However, abstain from providing any pricing if the client seems to have doubts about the product.
One of the many things that makes Zoom such a powerful communication tool is the extensive list of extensions that can be installed by the user. Every single extension can provide the users with a way to improve their overall experience. To close more deals, your sales teams need to equip themselves with a selection of extensions that ensure they manage to make more of an impact on their overall sales experience.
The Zoom app marketplace is a treasure trove of extensions that can make things more seamless for your team. Imagine being able to access your documents about a particular client without having to tab out from your Zoom meeting. By doing so permits your sales team to keep a professional image and makes it less noticeable that they are not focusing on the meeting with the client. Some of the most well-known apps can be found on the marketplace, such as Salesforce, Zapier, Honeybook, Pipedrive, and more.
One extension we are going to recommend to you is the Intro.so. Closing deals is a crucial part of sales, and this Zoom extension will ensure your sales team can seamlessly close deals. The extension allows your sales team to log onto Zoom at 1:59 PM for their 2 PM meeting and be prepared like a professional. The app also provides you features that grant you insight into company details, relevant CRM notes, and LinkedIn activity. All of this is possible within Zoom, meaning you no longer need to tab out.
There is a reason why it’s called a sales team and not sales solo. It’s critical to identify what is working for the rest of your sales team to encourage risk and open communication, along with situational awareness for closing more deals. While it’s indirect, it is one of the more crucial aspects of closing more sales deals. Have your team share the best practices with knowledge management and team wikis. Everyone will be at their best when they are connected with the whole team and management.
Knowledge management offers sales teams a set of tools, strategies, techniques, and ways of approaching the process with what works, which improves the chances of successfully closing deals.
There will be times when some of your clients are not interested in turning on their video, even if yours is on. That could cause things to become a bit awkward, but if you do turn yours off, it may decrease the chances of them ever turning their camera on. Before the Zoom call starts, let them know that your cameras will be on and that they are encouraged to show themselves to you.
When you send out the Zoom meeting invite to them, make sure to add a sentence letting them know about the camera. Something like, "our camera shall be turned on during the meet. We encourage you to have yours on, so we can have the best possible conversation."
Most people are willing to sit through a less than stellar video meeting, but they won’t stay around to listen to poor audio quality. If they are incapable of clearly hearing your message, then the entire meeting is a loss. Take the time to invest in a decent quality microphone or use a headset, whichever is preferable. You need to test your sales team's mic quality to make sure everyone can be heard clearly. If not, they consider dripping into the company funds to help them get something better that will assist them in closing the sales.
Zoom has become a central focus for conducting all sorts of business these days. Sales teams are taking advantage of this excellent communication product to continue closing deals. You need to ensure your team is equipped with the best possible strategies, methods, and technology to succeed in their closing attempts. Use the information we have provided here to enhance your sales team's capabilities to close deals on Zoom.