What is it? Google Hangouts and Zoom are essentially both video based conferencing tools you can use instead of the old-school telephone approach to customer’s phone calls or in-person meetings. Google Hangouts is free and Zoom is a paid service. While neither of these tools are really new or ground-breaking, it still surprises me how few salespeople outside of the software/tech space use these tools to sell on a regular basis.
How do you use it to hack your sales?
The record for continuous improvement and saving time on debriefs: If you’re using Zoom you can record your meetings. My good friend and mentor Fred Shadian, a world class martial artist once said to me that:
“Self-correction is the highest form of training.”
This statement holds true for sales people as well: many sales people get stuck in a rut presenting the same content and saying the same things in the sales presentations, demos, and client calls (for years!). By recording your calls and then taking the time several times a week to review the recordings you see opportunities for improvement, and you will also pick up on customer comments, questions, and reactions that you missed the first time through. It’s also a great coaching tool. If you’re not sure how you could improve or what to improve you can share it with a team member or a professional sales coach and ask for feedback.
The other big benefit is it can be used instead of a team debrief. Spending an hour with a client and then spending another hour telling your team what happened is a big waste of time. Multiply that by five meetings a week and you’ve lost a lot of sales time to team debriefs. Instead, send them the recording with a brief outline of what transpired and what they next steps have to be, if they’re unclear they can always review the call to see what transpired. This can cut down debrief time by many hours per week AND it’s a permanent record that can be attached to the client file.
Another obvious hack here is a simple time saving hack. Even if someone is in the same city as you, if you’re not 100% sure they’re truly qualified as a prospect you should get them into an online meeting first. A 20-minute in-person meeting requires travel time and often costs money for transportation. In addition, to this, you almost always spend another 20 minutes chatting and it’s always more difficult to end an in-person meeting than an online one. Your 20-minute meeting is often really 90 minutes out of your day.
For some people, that may be all of their pro-active sales time. Take 20 minutes, do an initial online meeting and commit to an in-person meeting after you qualify them. For me, it’s also interesting to see how many times I have been able to close that deal with the first 20-minute Google Hangout and was able to skip the in-person sales call all together.
This sales hack is an excerpt from Shane Gibson's new ebook "12 Apps and Hacks for Sales and Social Selling". Download his ebook, audio book and slides here.
About the Author
Shane Gibson is an international speaker, sales trainer, and author on social media marketing, social selling and sales performance. He has spoken to over 100,000 people on stages in North America, Southern Africa, India, Dubai, Malaysia and South America. Shane Gibson is #5 on the Forbes.com list of the Top 30 Social Sales People in the World.
Shane’s books include Sociable! How Social Media is Turning Sales and Marketing Upside Down. Closing Bigger the Field Guide to Closing Bigger Deals and Guerrilla Social Media Marketing, co-authored with Jay Conrad Levinson.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.