Modern Selling: How to Deliver Virtual Sales Meetings

Although virtual meetings have been around for many years (I did my first Webex screen sharing call in 2002 and my first Skype video call in 2009), they didn’t become mainstream until the Covid pandemic.

Necessity accelerated the use of technology to make us more efficient, but as with a lot of behaviors that changed during that time, we’ve also become lazy. This laziness has become so prevalent that poor lighting, wrinkled t-shirts, and checking texts under the desk have become normal.

Do you see it? What if you could deliver your virtual sales meetings like it was 2019 again? Since the bar has been set so low, you can drastically differentiate yourself by simply acting professionally. Here are four ways:  

1. Preparation.

You wouldn’t walk into an in-person meeting without doing your homework, right? The same rule applies here – except it is even more critical in a virtual setting. Why? Because you don’t have the luxury of reading the room or building rapport over a cup of coffee. You need to know your audience inside and out before the call even starts. Research the company, the roles of the attendees, and anticipate their problems. Have a clear agenda and share it a day ahead of time.

2. Set the stage.

Your virtual environment matters – a lot. If your background is cluttered or your lighting makes you look like half your face is sunburned, it is distracting. Invest in a quality microphone and proper lighting. Most computers have good webcams today, but if you’re in the video business, you might want to upgrade your camera. Position your camera at eye level so you’re not looking down on your audience.

Your appearance matters, too. Dress like you would for an in-person meeting. Looking sharp signals that you take the call – and your audience – seriously.

Finally, unless you’re delivering a webinar to a large group, try not to use a virtual background. Let the audience see the books on your shelf, the lacrosse stick leaning against the wall (neatly, like it is supposed to be there), and the pictures your first grader drew for you last year. Let them get to know you by your background. Not messy, but authentic.

3. Engage early and often.

Virtual calls can feel impersonal to your audience, so it is your job to make them feel engaged. Encourage your audience to turn on their cameras. Seeing their faces helps you gauge their reactions and adjust your approach in real time. If they are leaning back or staring at the ceiling, it is time to switch things up. Every 10-15 minutes, use interactive elements like polls, Q&A sessions without screen share, or even a quick whiteboard sketch to keep them engaged. Also, stand up if you are presenting. It gives you more energy and helps you project confidence. If you’d stand in a conference room, stand on the call.

4. Focus on the audience.

When you’re selling virtually, it is tempting to dive into your presentation and skip the discovery. Don’t. Begin your meeting just like you would if it were in person. Don’t immediately do screen share. Lead a conversation full of questions before sharing anything about your solutions.