Four biggest mistakes salespeople make when using webinars to sell 2-22-16

FOUR BIGGEST MISTAKES SALESPEOPLEMAKE WHEN USING WEBINARS TO SELL

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Since the beginning of time, we have used greatcommunication and a sense of urgency to buildlikability and trust with prospects and clients.







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AMPLIFYCOMMUNICATION

ACCELERATEURGENCY

ACTIVATETRUST

BREAK THROUGH SALESBARRIERS

Webinars are a great way to activate trust and gainthe extra 5% more power in your businessrelationships necessary to Go Through the Boardand break sales barriers.







WHY USEWebinars allow you to amplify your communication toan audience that would otherwise likely be unreachable. It is the only online learning tool that you can use tocreate a personal relationship with a prospect throughan online learning experience which can also reach avast audience.

AMPLIFY YOURCOMMUNICATION

WEBINARS?








USE A SLIDESHARE OR VIDEOAS A WEBINAR? This is probably the biggest mistake and misunderstanding thatoccurs in online learning today.


A webinar is a seminar or other presentation that takes place on theInternet, allowing participants in different locations to see and hear thepresenter, ask questions, and sometimes answer polls.*

MISTAKE #1:


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WHAT CAN YOU DO A webinar is meant to be interactive in nature. Invest in a tool, suchas Adobe Connect, that allows you to produce a dialogue with a largenumber of people.


Within new tech tools, such as Adobe Connect, multiple choice, multipleanswer and short answer questions, you can begin to build a trustingrelationship with the participants.

DIFFERENTLY?









THEY FORGET THEIR OLD SCHOOLRELATIONSHIP SKILLS.Unfortunately, most salespeople behave in webinars in ways thatthey would never do in a face-to-face sales meeting by:


Focusing purely on features and benefitsNever asking the customer a question or for feedbackNot discovering what the participants already knows

MISTAKE #2:









WHAT CAN YOU DOFirst, remember that a relationship ALWAYS comes before breakingthrough the board and achieving the sale. In any sales process thefirst goal is to ACTIVATE TRUST.


A webinar is like a classroom to the world, where you are the expert, butyou are also a facilitator of dialogue. Take the time to discover yourparticipants a clients pain they are attempting to relieve or determine theirhoped for gains by attending your webinar.

DIFFERENTLY?









FORGETTING YOU ARE ARESOURCE BROKER FIRST. We all know that being a resource broker for others is one of the OldSchool sales person most critical tool. When we connect others withothers without the thought of personal gain, we always win.


However, in the webinar setting it seems that we forget this rule andsimply look to get out the content rather than developing relationships.

MISTAKE #3:









WHAT CAN YOU DOAs Old School sales people we are resource brokers first.


Through silent or anonymous feedback options, you can act as aresource broker by discovering a prospects profession, contactinformation and need.Then, find individuals within your network or who attended the webinarthat seem to be a suitable match. No matter what, they will never forgetthat you connected them!

DIFFERENTLY?









NOT GETTING HELPMost webinars are done haphazardly, without a content or anaudience focus, digital design or technical help.


Designing and delivering webinar based sales presentations is a differentskill set than completing a face to face sales presentation, generallyspeaking. How many times have you attended a webinar only to find that the audiodoes not work or that the presenter has no idea what they are doing?

MISTAKE #4:









WHAT CAN YOU DOFind specialists within your company or outside who understand thenuances in webinar development and delivery. For example:


Find a tech expert to help you handle the back-end registrations andduring meeting tech issues. We use Meeting One located in Denver, CO tohelp

Find a learning specialist who can design a sales experience through awebinars. The people at Impart Learning Solutions will be happy to help.

DIFFERENTLY?





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Four biggest mistakes salespeople make when using webinars to sell 2-22-16

Sales

Transcript of Four biggest mistakes salespeople make when using webinars to sell 2-22-16