The Sales Psyched Podcast
Ep 4: The #1 Mistake Salespeople Make During Online Meetings
May 10, 2021
Online video conferencing is here to stay. And while there is a slew of new tips available for conducting online meetings, we are just going to focus on the number one mistake that we see salespeople make on video calls.

Episode 4: The #1 Mistake Salespeople Make During Online Meetings

This one adjustment to your online video presences will demonstrate to your prospects and clients that they are the most important person in the "room."
In this episode, you will learn:
· The #1 mistake people make during video calls
· The importance of eye contact in a meeting, even an online one
Online video conferencing tools like Zoom, Microsoft Teams and Google Meet are here to stay. So perfecting your delivery on these platforms is key. Today's tip will differentiate you from many others online.

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Additional Resources

For more information on hiring and managing a remote sales team, check out our blog: How to Hire and Manage a Remote Sales Team

For more information on running an effective online sales meeting, check out our blog: How to Run an Efficient Online Sales Meeting

More About SalesDrive, LLC

At SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 80 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition.
 If you are hiring salespeople, request a free DriveTest assessment today:


[soft melody theme music]
[00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.

[00:20]  Let's get started.
[deep drum, marching intro music]
[00:30]  Chris Croner: Dr. Chris Croner here with the number one salesperson's mistake on zoom.

[00:35]  Well like it or not, zoom calls are here to stay and while we hope things get back to "normal," we are no doubt going to be using zoom calls a lot in the course of selling from now on.

[00:49]  And of course, there's already a cottage industry forming about the correct and incorrect ways to conduct a video call. And you've probably seen or read lots of tips on how to best present yourself on camera.

[01:04]  So today, I'm just going to cover one because from my perspective, as a psychologist, it's the number one mistake people often make on video and it goes like this.

[01:17]  You may notice that as I'm speaking to you right now, I'm looking directly into the camera that is directly at you. Of course, I can't replace the intimacy of actually being with you. But I can certainly do my best to look at the camera and in effect look into your eyes because that's what we all expect when we get together in person.
[01:41]  And eye contact is a universal sign of friendship, intimacy and respect. Unfortunately, a lot of people tend not to look directly into the camera, but instead look at the little box on their screen that's showing how they look and it comes out a bit like this [looking down]. Now, instead of a straight connection, it begins to look a little like this [looking down, not making eye contact].

[02:08]  Not exactly a signal that I'm focusing on the most important person in this conversation . . .you!

[02:16]  When you're at lunch with a client, you don't look over his or her shoulder or around the room when you're talking. Why should a zoom call be any different?

[02:24]  And don't worry if they're looking around, that's up to them as the buyer. But you are a salesperson and you need to lock in and concentrate even online.

[02:38]  See you guys next time. 

[soft melody theme music]

[02:41]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word.
[02:59]  Until next time, take care!