Virtual Selling

11Video Calls—The Closest Thing to Being There

Being there face-to-face makes it much easier to build relationships, solve problems, collaborate, navigate the sales process, meet all of the stakeholders, and close the deal. This is why sales professionals spend so much time on planes, trains, and automobiles traveling to visit with prospects and customers.

If you can't be there face-to-face, or if an in-person sales call is not practical or cost effective, the next best thing is a video call. According to a Forbes Insight study, 62 percent of executives said that video improved communication versus the phone.¹ It is the closest facsimile to in-person interaction and the reason smart people were dreaming about video calling all the way back in the nineteenth century.

As you've learned, at least half of our brain capacity is dedicated to our eyes. The primary way we interpret the world around us is through visual stimulus. This is exactly why video calls are a powerful and effective virtual sales communication channel when human to human connection matters most.

Video is more personal than any other form of virtual communication. It feels more human. On video calls, you may observe facial expressions and body language and pick up on emotional nuance. Just as with face-to-face calls, you are able to use this information to quickly adjust your approach based on these reactions.

Video makes you appear more human than on a phone call. Because people can see you, emotional connections, ...