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#689: How To Build TRUST On A Sales Video Call With Russell Wurth | Salesman Podcast

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内容由Salesman.org提供。所有播客内容(包括剧集、图形和播客描述)均由 Salesman.org 或其播客平台合作伙伴直接上传和提供。如果您认为有人在未经您许可的情况下使用您的受版权保护的作品,您可以按照此处概述的流程进行操作https://zh.player.fm/legal

On this episode of the Salesman Podcast, Russell Wurth, we talk about sales enablement. Russel is the Vice President of Sales Enablement at Showpad. In this episode, we dive into what we need to do before, during, and after a video call to build trust with a potential buyer. At present time where most, if not all, are doing video calls, Russel and Will dig into how we, as a salesperson can stand out, get noticed, and gain the buyer’s trust.

Come in Prepared

It’s one thing being prepared about the topic, the keynotes, posture, and being conscious about your overall body language. However, Russel, points out that being prepared tech-wise is also how you gain your buyer’s trust. A quick check of your microphone, camera, keyboard, the internet connection lessens the occurrence of technical difficulties.

He also advises using pen and paper, as keyboard “clicks” can be a distraction during the call.

“I encourage our sales teams to use these tools that we have used since the dawn of time: pen and pencil and paper, to take notes. That way, it shows that you’re really paying attention and you’re really engaged.” – Russel Wurth

Intentionally Place Elements In View

Russel reminds us that people will be looking beyond us, so it might be a good opportunity to intentionally place elements to create your “story.” These elements might be a picture frame, a clever message that you want people to pick up, or even just a whiteboard that you can easily grab and illustrate on.

Will also shares how presenting a story, where your viewers can follow visually (for example, drawing on a whiteboard) drastically prolonged the attention span of viewers.

“It comes back to preparing and ensuring you have that story. The best thing I think you touched on is, have some core visual in the background. It could be a PowerPoint, could be an architecture diagram, or some visual. I encourage our sales team at Showpad, we’re heavily on the iPad.” – Russel Wurth

Build Rapport and Bring Value

The biggest thing Rusell reminds us is we got to separate ourselves as a salesperson from a commercial. Instead, he stresses the importance of building rapport early on during the call and circle back to it when you’re sharing the values of your products and services.

“Anybody can see a commercial online. You click, you watch it, and then you’re multitasking. A lot of people can end up doing that, too. If we’re selling, our prospect might not be engaged. So we got to get them interested, we got to get that hook early on.” – Russel Wurth

Bio:

Russell Wurth is the Vice President of Worldwide Sales Enablement at Showpad. A uniquely experienced sales and marketing executive, Russell has held leadership roles at Optiv, Cylance, and Netskope, in addition to prior experience at both startups and large telecom enterprises.

Resources:

Sponsor:

Badger Maps. The #1 Route Planner for Field Sales

  continue reading

200集单集

Artwork
icon分享
 

已归档的系列专辑 ("不活跃的收取点" status)

When? This feed was archived on March 08, 2022 02:26 (2y ago). Last successful fetch was on August 16, 2021 18:24 (2+ y ago)

Why? 不活跃的收取点 status. 我们的伺服器已尝试了一段时间,但仍然无法截取有效的播客收取点

What now? You might be able to find a more up-to-date version using the search function. This series will no longer be checked for updates. If you believe this to be in error, please check if the publisher's feed link below is valid and contact support to request the feed be restored or if you have any other concerns about this.

Manage episode 282435643 series 2512104
内容由Salesman.org提供。所有播客内容(包括剧集、图形和播客描述)均由 Salesman.org 或其播客平台合作伙伴直接上传和提供。如果您认为有人在未经您许可的情况下使用您的受版权保护的作品,您可以按照此处概述的流程进行操作https://zh.player.fm/legal

On this episode of the Salesman Podcast, Russell Wurth, we talk about sales enablement. Russel is the Vice President of Sales Enablement at Showpad. In this episode, we dive into what we need to do before, during, and after a video call to build trust with a potential buyer. At present time where most, if not all, are doing video calls, Russel and Will dig into how we, as a salesperson can stand out, get noticed, and gain the buyer’s trust.

Come in Prepared

It’s one thing being prepared about the topic, the keynotes, posture, and being conscious about your overall body language. However, Russel, points out that being prepared tech-wise is also how you gain your buyer’s trust. A quick check of your microphone, camera, keyboard, the internet connection lessens the occurrence of technical difficulties.

He also advises using pen and paper, as keyboard “clicks” can be a distraction during the call.

“I encourage our sales teams to use these tools that we have used since the dawn of time: pen and pencil and paper, to take notes. That way, it shows that you’re really paying attention and you’re really engaged.” – Russel Wurth

Intentionally Place Elements In View

Russel reminds us that people will be looking beyond us, so it might be a good opportunity to intentionally place elements to create your “story.” These elements might be a picture frame, a clever message that you want people to pick up, or even just a whiteboard that you can easily grab and illustrate on.

Will also shares how presenting a story, where your viewers can follow visually (for example, drawing on a whiteboard) drastically prolonged the attention span of viewers.

“It comes back to preparing and ensuring you have that story. The best thing I think you touched on is, have some core visual in the background. It could be a PowerPoint, could be an architecture diagram, or some visual. I encourage our sales team at Showpad, we’re heavily on the iPad.” – Russel Wurth

Build Rapport and Bring Value

The biggest thing Rusell reminds us is we got to separate ourselves as a salesperson from a commercial. Instead, he stresses the importance of building rapport early on during the call and circle back to it when you’re sharing the values of your products and services.

“Anybody can see a commercial online. You click, you watch it, and then you’re multitasking. A lot of people can end up doing that, too. If we’re selling, our prospect might not be engaged. So we got to get them interested, we got to get that hook early on.” – Russel Wurth

Bio:

Russell Wurth is the Vice President of Worldwide Sales Enablement at Showpad. A uniquely experienced sales and marketing executive, Russell has held leadership roles at Optiv, Cylance, and Netskope, in addition to prior experience at both startups and large telecom enterprises.

Resources:

Sponsor:

Badger Maps. The #1 Route Planner for Field Sales

  continue reading

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