Buyers now research everything before talking to you, so product knowledge isn't enough. You need to be an industry expert. On Zoom calls, use proper camera framing and hand gestures to keep remote buyers engaged and looking professional.
Here are 2 massive shifts in the buyer-seller relationship, how they impact yourselves, and how to deal with them. The first massive shift is the buyer knowledge. Buyers nowadays have all the information right at their fingertips, so they're gonna already have an understanding of your product services and your competitors, as well as what might be possible for them. So it's not good enough for you to just understand your products and services and the value they offer. You truly need to study the industry, become an expert in your field, and that includes studying your competition. The second huge shift is selling over Zoom. Now the benefit is you can obviously have many more meetings in a day when you're not driving around town. However, the challenge is keeping buyers engaged. So when you're conducting a Zoom meeting, make sure that you have the proper depth of camera view and so forth for hand gestures,
