The Key to Virtual Selling: Julie Hansen Chats to Owler

Sales Leader Julie Hansen tells Owler how to connect with your client

Julie Hansen, Keynote Speaker, Founder, SellingON-Video Master Class creator, sales expert extraordinaire, and the author of the new must-have sales title, Look Me In the Eye: Using Video to Build Relationships with Customers, Partners and Teams, answered a few of our burning questions about how to nail that video pitch and connect with your client.

What has changed for the sales industry during the pandemic, and do you think these changes will continue?

The genie is out of the bottle! Video is here to stay as companies find it more cost-effective, especially during the early stages of the sales process. As video becomes more competitive, sellers need to raise their skillset and learn to connect with prospects virtually as well as they do in person, or they will be left behind.

Selling remotely can be much more complicated than face-to-face. Do you have any advice/tips to help sales professionals deal with remote selling?

Building relationships virtually is more challenging, so sellers need to understand what it takes to make their customers feel seen and heard. Most sellers are not making nearly enough eye contact with the camera – which is the fastest and easiest way to improve their connection. They need to learn how to read body language while staying connected and interpret what that body language means, as it often means something different than in-person behavior.

What is your most incredible sales story?

An enterprise software company was uncertain if I could help their team win more sales on video, so I did a coaching session with one of their more experienced sellers. After one session, he was so excited at the before/after that he encouraged management to put his entire team through the training. They have seen an increase in the number of initial calls leading to a second call by almost 20%.

What can you share with our Owler community to help them level up?

Virtual selling classes alone do not teach you the unique skills necessary to connect with your customers on the screen. Actors, reporters, and influencers learned how to create personal relationships on video by applying these unique skills, which I share in my new book, Look Me In the Eye: Using Video to Build Relationships with Customers, Partners and Teams. You can also check out my website JulieHansen.Live for articles and videos and my SellingON-Video Master Class to learn everything from making eye contact and improving interaction to reading body language and managing multiple screens.

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