Keynote Speaker, Author & Partner, Author of ’They Ask You Answer”, Presented 250+ Sales, Marketing, & Communication Workshops Worldwide
July 14th, 2017
Unfortunately, despite the proliferation of video in the way consumers buy (B2B and B2C), more often than not “video” is a marketing conversation. But in reality, it should be a sales conversation.
Which is also why every sales department, right now, should be in the midst of developing a culture of video within each and every person in the department. It is the present, and future, of the way people buy.
Yet, as mentioned, many don’t catch this vision.
Here is an interesting stat about using video in the sales process:
Over 80% of questions a sales professional gets on the first call/appointment (of their product or service) are the same questions every time.
Yep, every time.
Notwithstanding, we allow these sales team members to continue to answer the same questions over and over again.
In order to solve this, sales teams should be spending less time teaching and more time selling in front of prospects.
But what would happen if every time a sales person were to meet with a new prospect that same prospect already knew the answers to those 80% of questions?
And not just knew the answers, but had already heard the sales person’s voice, seen their face, and gotten a sense of who they were before that first appointment?
As you might imagine, the results would be dramatic.
We live in an age where this is possible. A prospect can “know” a sales person long before that sales person knows them.
And because of this, instead of working so hard during initial sales appointments to build trust and then answer the basic questions, the relationship, and educational level of the prospect, can be significantly escalated.
But again, it starts with sales department. They must be bought in.
They must understand and accept the power of the visual selling experience.
Here at IMPACT, we’ve been spending more and more of our time training sales teams to not just embrace the power of video in the sales process, but to take ownership of their role in the video production process.
With each one of these workshops, we’ve seen a direct impact on closing rates, sales cycles and more.
So the question is: Are you working to establish a culture of visual selling with your sales team?
Are they participating in the company’s video production efforts and then are they leveraging the video content as much as they possibly can?
If you can say “yes” to these two questions, you’re well on you way to major success.