In this Expert Insight Interview, Collin Mitchell discusses selling with video. Collin Mitchell is the founder and Chief Revenue Officer at Salescast and the host of the Sales Transformation Podcast.
This Expert Insight Interview discusses:
- How some excellent salespeople were caught out by having to switch to Zoom
- Why people are still reluctant to use video in sales
- The fact that simply using video is enough to help you stand out.
Selling on Video
People have been on Zoom for the last couple of years, some of them forced onto it, especially salespeople. It’s interesting how some salespeople are phenomenal face-to-face, going into a room full of people and lighting up the mood, only to freeze entirely when faced with a web camera.
Selling into a camera puts people in a situation they’re not used to. These people often rely on reading body language, energy, “vibe,” and other things that humans typically rely on in an interaction. It is much more difficult to “read the room” on Zoom.
With everybody forced on Zoom due to the pandemic, people suddenly needed to learn about “virtual selling.” The truth is that virtual selling is just selling but with a camera. Some things have changed, but not a lot. You still have the same framework and the same process.
The good news is, especially if you used to sell in person or door to door, you could now meet with more people in a day without traveling. Despite that, and despite the fact that video was hardly an entirely new concept in 2020, many people were still very reluctant to start using it in sales.
Video has been around for a long time, even in sales. There are a lot of providers out there for those who want to do video messaging, for example. Yet, it still doesn’t feel commonplace. You still notice when you get a video message instead of a typical text message on LinkedIn or in an email.
Collin Mitchell is baffled that simply using video is still a way to stand out. He sends a lot of videos every week. Along with his team, he uses videos through all parts of the sales process, from the very beginning, all the way through to closing, in many different ways.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.