Ryan Dohrn says salespeople need to master Zoom and Teams as baseline skills. His tactic: unshare your screen deliberately to ask open-ended questions like "How am I doing?" or "What value could we create together?" It keeps prospects engaged and uncovers deeper needs instead of just presenting.
Now, one of the things you're going to need to do— I'm kind of surprised at how many salespeople really don't intimately know how to work their sharing and the Zoom systems or Teams systems. Get good at it. There's really— I wouldn't say there's nothing worse, but it's kind of embarrassing when you're a salesperson, you're like, oh, where's that share button at? I can't get the sound to work. Hello, can you hear me over there? What's going on? Friends, get really good at your Zoom or your video technology and then unshare your screen often. Now, a lot of times sellers will only unshare their screen to say— unshare— all right, so do you have any questions? And then what is the customer going to say? I'm good, I'm good. And then you reshare your screen and off you go. Instead of saying any questions, unshare your screen and say things like, how am I doing? Am I explaining this well? You might say, well, how did I do? Can you see some value that might come from that? Or you could say, what value do you think might come if we partner on something like this? Asking those questions that aren't yes or no questions can also be really helpful.
