It’s cheaper and far more feasible time-wise to set up video calls with a dozen prospects in a week than to set up the same amount of in-person sales meetings. Yet, many people still find these types of virtual discussions awkward and unnatural. So, how can you make your video sales negotiations a smoother experience?
Table of Contents
Prepare Your Strategy
Like all negotiations, you need to arrive at the meeting prepared to present your pitch. Sales negotiation training can be useful for working out the best negotiating style for your situation. When you know your best approach, plan your talking points with the same rigor as you would prepare for an in-person negotiation.
Before the meeting:
- Discuss and agree with your team members on the meeting’s objectives.
- If you will be negotiating as a team, decide on each person’s role. For instance, agree on who will be the team leader, who will take summaries, who will watch and listen for the unspoken nonverbal cues, and who will crunch numbers.
- Agree on your offers and possible counteroffers.
- Discuss your limits and possible alternatives. What concessions are your team ready to consider? What are your priorities? What are the deal breakers? Where do you have some flexibility? What could sweeten the deal for both sides?
Set Up in Advance
A slow internet connection or a malfunctioning device are both possible issues for video calls. To avoid falling victim to technology, don’t wait until the last minute to set up and test your gear.
Also, invest in the right tech tools to present yourself at your best. For example, with a high-resolution webcam and unidirectional microphone, clear, sharp images and crisp audio mean you come across as highly professional.
If you can’t afford new tech, other more simple measures can go a long way to boosting your setup. For instance, consider where you place yourself, minding your environment and background. Is there clutter around you? Is there a mirror that could accidentally show something awkward? Keep your surroundings as neat and neutral as possible.
To ensure you’re fully video conference ready, have a video call with a colleague or friend well before the main sales call. Consider whether you may need some training to get used to the software.
Make Security Arrangements
Negotiations sometimes involve sensitive information. According to Fraud Support, more hackers are turning their attention to video conferencing platforms.
For example, you may have heard of Zoombombing, where someone uninvited joins your meeting on the Zoom platform. The intruder may want to just interrupt the sales meeting, but could want to steal sensitive information.
When security is critical, discuss with the other side about setting up additional end-to-end encryption. Almost all video conferencing apps come with some degree of encryption. If necessary, get someone with IT security training to track the video call.
To maintain confidentiality, ensure all participants follow the security protocols, and avoid sharing the meeting link on public forums. Also, remember to adjust settings to disable public screen sharing before the sales negotiation begins.
As with all online services, carefully consider the information under discussion before settling on a video platform. If you can’t be sure the app is secure, do not share secrets during the call.
Watch Your Body Language
Skilled salespeople understand the benefit of nonverbal communication in winning a favorable agreement. Unlike voice calls, video negotiations allow participants to learn from each other’s verbal and visual cues. Participants can use hand gestures, eye movements, facial expressions, and voice tones to build rapport.
One challenge is that on video calls, individuals usually appear as “talking heads” with only heads and shoulders on show. This lack of a “total picture” impairs some participants from building trust and rapport.
To boost the effectiveness of your video presentation, keep your body movements within the frame. To run an effective virtual meeting, position your seat and camera so participants can see your mid-torso and hand signals.
When you’re too close to your screen, you will seem to be looking downwards if your camera is above your screen. Look into the camera often, to give the impression you’re making eye contact. If the software enables it, a great tip is to move the thumbnail video of the other negotiators to appear directly beneath the camera. This means you’ll always be looking toward the camera, even when you’re viewing the other participants.
Final Thoughts
Video negotiations are in many ways like in-person negotiations; some people are better at it than others, but you can overcome those differences with training and practice.
Prepare your negotiation approach like you would for an in-person meeting. Set up your gear in advance to lessen the chances of technical glitches. Include security measures to protect sensitive information. Watch how you present your nonverbal cues, as they could build or break trust and rapport.
