Re-invent online sales presentations

Audio Transcript Auto-generated

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  friends. Brian fans are here.

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  I social fans.

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  We're going to talk a little bit about well, selling

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  in this digital world and, well, reinventing online sales.

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  And when we think about reinventing online sales presentations, we

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  really have to take account this virtual space, what we're

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  doing from offline to online.

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  And really, what does all this type of selling mean

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  and probably most importantly, addressing a lot of the concerns?

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  I know a lot of people are out there are

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  waiting till we go back to normal all these different

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  things. So I'm gonna tackle each one of them, including

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  those that are a little bit, you know, let's just

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  say pessimistic about this idea of, well selling online.

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  And when we think about it, what virtual video and

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  all the things we have so many things that exist

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  in this digital virtual world.

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  I don't blame you for being overwhelmed, but I think

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  we kind of break this down.

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  We kind of look at this.

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  It really comes down to just video video as a

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  whole, and there's a couple different types of video.

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  We have live video, we have prerecorded video, and then

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  we have produced video, but I believe that we're looking

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  at sales and selling, especially in this current digital virtual

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  world. And as we move into a hybrid future, we

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  really have to focus in on live and pre recorded

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  video, which is pretty cool enough is what we're using

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  here using Prezi video.

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  So I'm recording this prerecorded, but I can actually do

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  this live in zoom or any of the presentation software

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  webinar software that exists.

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  So if we think about it and we realize video

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  virtual, it all comes down to live video and pre

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  recorded video.

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  Now we have to think about how do we take

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  what we do offline online?

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  And how do we embrace online so that it matches

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  what we do offline?

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  Because one of the things that growing up and even,

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  uh, 10 years ago, my dad, I remember being candy

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  salesman was always like son.

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  I love what you're doing on social media and digital,

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  but nothing you do online will replace what you do

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  offline, and my dad probably has a point there.

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  But times have changed, and the days of letting your

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  work do the talking for you are over, and it's

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  important for us to not only embrace digital, virtual and

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  social, but to reinvent how we approach this entire arena.

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  And for a lot of people, this idea of reinventing

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  virtually can be intimidating.

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  I mean, let's face it.

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  I mean, some of the best YouTubers in the world

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  when they get on stage as a speaker, they're horrible.

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  Some of the best speakers we've ever seen.

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  When they get in front of video, they're they're not

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  great. And so when you think about this and we're

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  taking what we do offline and we're moving it to

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  online, there's something that I believe is what I call

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  the four ease to embrace this, well, virtual digital world

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  and kind of match what we do offline So that

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  first E is environment setting up the environment around you

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  so that you are set up to succeed the way

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  that you like to sell.

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  I think oftentimes we we were like, Hey, I'm great.

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  When someone I need someone at the bar networking event

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  or were on the golf course, I can sell anyone

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  anything, but when I'm at home on my laptop on

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  the couch, I can't do it, and I think it's

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  because we're not setting our energy and our environment enough

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  up enough to actually be successful.

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  The second one is emotion, and now this can be

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  difficult for some because we don't get to see the

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  reaction. Sometimes of our audience are those that we're talking

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  to. And so, especially in the selling perspective, we have

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  to really think about what is the emotion that I

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  am conveying by the way that I'm talking, the way

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  I'm presenting.

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  And then what is the emotion that I want the

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  audience to feel?

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  And I think one of the things you can do

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  with that is you can take into account things like

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  this. So, like, for me, I'll change to a stool

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  if I want to make it a little bit more

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  conversational like right, like, Hey, we can have this conversation

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  That's the two of us talk.

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  If I really want to change the dynamic and make

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  it more like, okay, we're just gonna sit back and

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  let's just have a casual conversation.

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  I might include a chair or if I'm delivering my

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  you know, the power and I'm really talking to them

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  and trying to inspire and motivate educate.

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  I'm gonna be on my feet like I am now,

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  and so I think it's important to have a little

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  bit of the right setup and then matching that emotion

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  with the setup that you have.

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  Number three is the execution.

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  Execution is the third e really comes down to press

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  the damn button, right?

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  Like, right there, press the damn button.

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  And it really takes a lot of practice and a

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  lot of repetition, right?

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  And for those that I coach, I always say that

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  we have to test.

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  We have to tweak, and we have to repeat right.

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  It's a cycle, and you won't get good at it

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  until you get started.

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  And the best time to get started on video or

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  virtual or selling online was probably 10 years ago.

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  The next best time is today, and then the last

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  e, which is empathy, right?

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  We have to be able be able to understand that

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  sometimes our audience might not be engaged.

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  Sometimes that people were talking to might be, uh, running

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  home school.

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  I know my daughters are right on the other side

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  of that of that curtain doing virtual school, and so

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  we have to be very empathetic and realize that the

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  environment and all the things that we're doing are going

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  to change and kind of drift as they go.

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  Now we talk a little bit of offline online.

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  Now we're gonna talk to well, the A b CS

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  of selling, right?

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  We know this ABC always be closing.

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  Well, I'm gonna add one of those.

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  There's me.

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  We're gonna add a y always be yourself.

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  And when I say always be yourself, especially in this

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  digital world, you might be asking What does that mean?

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  Like, how can I be myself?

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  I have to like I have to script everything I

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  have to worry about the cameras and the gear.

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  Well, here's the thing when we're thinking about always being

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  ourselves, we have to jump into this virtual world.

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  We have no choice.

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  But this is where I believe we can all embrace

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  limitations, inspire creativity.

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  And so we have to use the limitations around us

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  to really be creative with the way we deliver our

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  presentations and the way that I teach everyone, including live

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  video webinars sales teams.

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  No matter who are I?

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  I teach everybody.

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  It comes down to this what I call sticky or

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  stick to five.

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  Stick to five and that's it for me.

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  What that means is I put five things on a

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  sticky note, one of those five things for every presentation,

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  a matter for 60 minutes or six minutes.

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  The first three things that I put on that sticky

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  note are the three takeaways that I want to make

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  sure at the end of my call at the end

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  of my presentation at the end of my demo that

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  the audience is going to walk away with right.

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  So I'm gonna be able to have those three things

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  there. The fourth one.

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  What you see is that this one right here, which

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  is a story I wanna make sure that there is

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  a story that connects a lot of these takeaways with

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  what we want to kind of convey and that whole

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  message across the world as we know stories work.

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  And the fifth one is the idea we're going to

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  share a data point or maybe a piece of humor.

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  And if you think about it, I've kind of covered

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  these three right here, these three takeaways.

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  And now I told a story, if you remember, I

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  told a story about my dad and how he said

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  Nothing we do online will replace offline.

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  And the fifth one is that data point of humor

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  and actually funny enough.

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  This is a sticky note kind of covering what we're

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  talking about, right?

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  So we see what were my three takeaways?

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  The year of video again setting yourself up for success

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  with a four ease already covered that limitations inspire creativity.

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  I have talked about my dad's story and then last

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  but not least, Oh, I have to drop this data

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  point, right?

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  That's number five.

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  This allows me to bring back to center, allows me

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  not to get lost, but it also gives me the

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  freedom to be myself.

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  And that last one is the sales online grew 5%

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  from 2019 to 2020.

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  That is faster growth than we've ever seen before.

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  Actually, we've never seen more than a 2% growth in

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  any year on this digital online sales cycle, so I

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  think that's proof that well, yes, we gotta always be

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  closing. We also also embrace digital to always be ourselves.

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  And that, to me, is one of those critical points

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  where we have video.

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  We have the importance of transitioning and setting ourselves up

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  for success and then really embracing and creating a formulas

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  that we can deliver presentations in the best format that

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  we can.

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  And, well, I mentioned at the start of this that

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  I was going to address those that are a little

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  bit hesitant.

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  Those that are telling me, Brian, my customers aren't online.

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  Well, I'm gonna ask you to challenge that because I

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  think 2020 forced a lot of people that would traditionally

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  not be online to embrace online.

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  I would also argue that if even if they're not

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  online, the people that influence your customers, your are the

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  decision makers are actually online and engaged and embracing in

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  social and video.

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  Some of you might even say, Well, Brian, we're just

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  gonna wait till we go back to normal.

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  Well, first of all, we're not going back to normal,

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  and second of all, we have to be pushing for

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  it. We have to understand that we were living in

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  a new stage.

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  We are living in a new environment and then last

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  but not least, we have to really connect the dots

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  to what we're doing offline.

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  What we're doing online but bringing this entire thing full

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  circle to hopefully embrace this new environment, this new world.

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  Because I truly do believe if you find the harmony

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  between technology and innovation and digital and what we've always

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  done great selling and presenting our value proposition and delivering

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  our stories in the data that goes with it, we

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  can really do some magical things.

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  So I hope you guys enjoyed this little quick series

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  that I I did with Prezi Video, where we're talking

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  about creating great virtual presentations and while embracing Prezi and

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  this idea of selling in a virtual environment which, as

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  you can notice, I don't even need a green screen.

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  All of these things are done live.

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  And the cool part is that this technology I can

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  I can present this live in a webinar live on

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  Facebook live.

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  I could do it on a regular phone call that

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  were video phone call that we're having.

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  There's no fancy technology other than a Web camera, A

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  microphone. I got a couple of ring lights there behind

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  here. So until next time, my friends make it a

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  great day and remember, press the damn button