What strategies can you use to establish rapport with a challenging prospect in virtual sales coaching?

LOVE THIS QUESTION! Honestly - you just have to call it out. As a sales professional, you need to create an equal playing field between you and the prospect. Your time is just as valuable as theirs. if you don't see them engaging or being present, can you just say "hey can i just call out something, and tbh i feel a bit of fear before i say this (notice how you're framing it and being vulnerable), I get worried that you don't actually care, that you're just gonna say no no matter i say, or that you're disengaged. Is this true? Because if it is, i'd love to explore what i can do to create a better relationship here. Are you open to that?" That deserves some respect!

I DISAGREE! STEP 1: GREET: Be the first to arrive, video on, welcome everyone, say to people who have their camera off: "I hear you Steve but I can't see you". So people are incentive to turn theur camera On. STEP 2: DELIVER VALUE: INSEAD measures that customer avg attention span is 7min remotedly compared to 20 min in-person. So have a value pitch ready and deliver it at the begginning of the meeting to start by the end and deliver your main msg. STEP 3: PROBE AND INITIATE dialogue.

This is an extremely important conversation in today's climate, where a lot of the work is virtual. I believe that calling out the elephant in the room upfront is key. Acknowledging that doing virtual work is less personable, does create more challenges, etc. -- & then creating an upfront contract with your clients/prospects that you'll both do everything possible to make the experience valuable, to everyone involved given the challenges. It gives all parties a sense of responsibility to make it engaging and valuable.

Active listening is an underrated sales skill. Focusing on deeply listening to and understanding their needs and concerns without interruption shows respect and prepares you to respond. Sometimes, people want to be heard. Clarify their statements back to them and reflect on them to show empathy and ensure you’re on the same page. Asking more open-ended questions to get to the root of any issues will help encourage them to share more, building trust and rapport through genuine conversation.

A personalized approach can break down barriers with challenging prospects. Here's how: - Leverage relevant details to make your outreach meaningful. - Recognize their achievements to show genuine interest. - Tailor your message to resonate with their specific goals and needs.

Video really works. Not everybody uses it enough ?? I use 'Loom' to: introduce myself surprise someone with a personal note recap a coaching session remind someone of agreed actions It's free for up to 5 mins - more than enough for me. and It's far more effective than sending someone an email. Loom is NOT the only solution but it's my preferred video call option.

Patience is key when handling challenging prospects. Here's how: - Respect their timeline and decision-making process. - Avoid pushing for a quick sale to build trust. - Show you're invested in a long-term, mutually beneficial relationship.

PATIENCE PAYS ;) Here's what I've learned ?? 1. Patience does not mean procrastinate. Don't sit on your hands and do nothing. Take some small action on a consistent basis to move forward. 2. Keep in touch and add value. Share an article, make an introduction, give someone updates. 'Give' now so you 'get' in the future. 3. Learn to let go sometimes Recognise that you don't win every single deal. But that does mean that you won't win the next one. ..When I've had opportunities go stagnant, they surprise me. Something I had given up on comes back to life. But that's usually because I've done one or more of the above ?? Remember this: 'If it's to be....it's up to me"

3 things come to mind Remember small things which mean big things to others Without being asked, make helpful introductions to mutually interesting people Follow up IMMEDIATELY because most people don't

Thoughtful follow-ups are crucial when dealing with a challenging prospect. Reference previous conversations to show that you remember and care about their concerns. Use these touchpoints to offer further value or updates, without being overly pushy. Timing is key—allow some breathing room between interactions to avoid overwhelming them. This measured approach shows respect for their time and helps maintain the momentum in building a relationship.

Thoughtful follow-up strengthens the connection with challenging prospects. Here's how: - Personalize messages to recap key points and next steps. - Provide value with each interaction, not just a sales pitch. - Stay consistent without being intrusive to maintain rapport.