Selling globally via online meetings?

Recently, I keep hearing "Oh, you must travel a lot these days, did your daughter even see you this week?" Well, actually, I do not travel that much (only 15% of year). Still I am successful in selling to enterprises globally - via online meetings. Impossible? Well, it is not, read on.

Below you can find three of my 'secrets', shared with a belief that they can contribute to success of more people than those who are a part of Brand Embassy's commercial team.

1. Identify a decision maker correctly

The better the lead the faster and more efficient you can be in selling. Once you identified the right person successfully, don't let them go, focus on their current challenges / needs / wants. At the same time, keep your ears wide open as some champions or even blockers might appear later in conversations.

Although this stage is underestimated by some, I am convinced it has a significant impact on your success of signing a deal.

Do not hesitate to ask a senior person at the company you are approaching "Who do you recommend, who is responsible..." This will help you to identify a decision maker correctly.

2. Study the prospect, get prepared

Similarly to the previous stage, the more you prepare, the higher chance of succeeding you have. Invest 30 minutes to understand more about your prospect, read news about them, try to understand their business - even imagine you are them. All before you suggest meeting them online.

As a part of your preparation make sure to send invitation for meeting at convenient time (in their time zone). Be flexible on using different platforms (some of my meetings happen through Webex, some via GoToMeeting, some via join.me or even Skype, Lync... anything what works for your prospect).

Make notes and have them handy for the meeting. Make sure your prospect received the invitation - and remind them a day or two before your meeting.

3. Be personal, be yourself

People do not like speaking with computers, neither if there is not a human, a personality on the other side. Make sure to practice your pitch, train with a mirror, then record yourself, listen back. Once you feel confident, present your pitch via online meetings, first to your friends, then to your colleagues.

There is a handful of great tips, i.e. stand, smile, have a photo of a friends handy, imagine you are presenting to a friend, etc. What I personally consider as the most important is to show your personality, be real, do not fake.

Put the names of attendees on your first slide - they will love it, it will bring a first smile, you will build an instant rapport.

Let me know if you found any of the above tips useful, or even how did they contribute to your success. Any feedback is highly appreciated, feel free to comment here below.

Pssst, we are hiring. Apply today.