It is a very long time since I have seen a true breakthrough in technology for sales professionals. A breakthrough which allows us to sell more in less time, while saving money and time.

Face-to-face selling is much more effective than selling by telephone. On the phone we can not see our prospect’s body language, we can not see how focused they are on our conversation, and we can not see buying signals, so we may not be sure if it’s time to close the sale.

And what happens when there are several decision makers?

We have to meet with them face to face or on the telephone. What if we could do this face-to-face with all decision makers regardless of where they are?

Again, when we are on the telephone we can not build rapport and trust as well as we can if we were face-to-face with them.

So what is the solution?

Well we can see if we can organize a face-to-face meeting, and book an appointment. Prospects are often reluctant to do this because a 30 minute meeting will often become a 1 hour meeting once we meet, have coffee etc. If the appointment is in a big city and we’ve got to drive to it, we might spend 2 hours driving there and back for this meeting. So now we have spend 3 hours making that one meeting. That’s about half a day to see this one prospect, and if we have other appointments that day, and we spend even more time in the traffic, and before we know it, we’ve used up the other half of our day.

True consultative selling…

involves a meeting with the prospect to build rapport and trust as we ask questions to identify their needs. Sometimes we also discover that the decision making process involves several people, and a few of these are in another state or city. So we really need to see them too, or at least speak with them by telephone. And what if one or more of these people don’t see value enough to vote yes for the decision, what can we do? Maybe we need to travel and see them face to face too.

Making the presentation

I strongly recommend that as a sales professional, we will get the best possible result if we meet the prospect again face to face in order to present our recommendations. I tell sales people not to send a proposal by mail as the postal people can’t sell them like you can!! So a one hour presentation can take up to 3 hours again due to the travel.

What about if decision makers are in another city or country?

In the past I like you, have traveled to other cities for appointments. I’ve been up at 5.00am, drive to the airport for a 6.30am flight, sit in the plane for another hour or two before getting into the crazy peak hour traffic to arrive for a 9.00am meeting. Sometimes we are exhausted before we even start the day. Maybe we see another client or two that day and even stay overnight to repeat that process all again the next day in either that city, or we fly to another city. In the past we’ve done this as there has not been a viable alternative.

But now there is a great alternative

I get up at 7.30am, have a quiet breakfast and then take my kids to school. I enjoy this. I drive home and sit down at my Laptop and check over my appointments for the day. There are seven scheduled for the day. One in Auckland NZ, another in Perth WA, one in Singapore and Kuala Lumpur because the decision makers are in these 2 cities. I have 2 more scheduled for my home city and one more in Guangzhou, China in the late afternoon. For some of these meetings I put on a business shirt and tie but leave on my jeans on!!

I am able to make all of these meetings on time, no traffic, no airfares, no hotel accommodation costs and what is even more important, I can spend the evening with my family and help my boys with their homework. I’m sure by now you’ve worked it out – I have done all of these meetings through…

Video Conferencing

I have emailed proposals and presentation materials which my clients will have printed out before we meet. They haven’t had to organize coffee for me, or wait if I was stuck in traffic somewhere. They know we will start on time and finish on time.

But video conferencing is expensive isn’t it?

True! Up until recently it has been expensive. You needed thousands of dollars worth of video conferencing equipment in your board room or you needed to go to a company that rents video conferencing time to you.

From my Laptop it’s free

All of my appointments for this day will be from my laptop and from the comfort of my home. The cost will be ZERO! No driving, no parking, no flights or checking in and out of hotels.

But video over the internet is jerky and poor quality isn’t it?

Certainly this was true until now.

A few months ago I subscribed to an amazing “Video Platform Service” through a USA company which has developed this awesome video system which allows me to..

• Video Conference with anyone anywhere in the world from my laptop. Up to 12 in the meeting, all able to see each other, hear each other and participant. Another 250 can also participate but will not be on the screen.
• Send Video eMails (ie. Vmails) Gone are the days of tying boring emails. Video Emails are engaging and far from boring, and you’ll know when the person you sent it has viewed it
• Make presentations involving 3 presenters from anywhere in the world. They can use power-point, streamed video or a whiteboard and their LIVE presentation can be viewed LIVE by up to 450 people, again, anywhere in the word. It might be a sales presentation or maybe it’s a business education seminar, with participants paying to be involved. They can ask questions and get immediate answers.
• LIVE Video Classroom. Technical training, sales training etc again with participants anywhere in the world.
• LIVE Rep. This is an amazing little logo you put on your web site that says “Talk with me LIVE” and any visitors to your website can click on it, and suddenly they are video conferencing with you or one of your staff. Immediate answers to their questions. Immediate sales!

I’ve been a big fan of skype since it was launched, but this system from Globalpreneurs does so much more.

Turn a telephone call into a video conference

What if you could say to someone on the telephone, “Hey can we meet face to face right now?” I’ll send you an email, click on the link and if your computer has a camera we will be video conferencing in under 3 minutes! NO you don’t need download any special software (like Skype). There are a few things I’d like to show you.”

Hey Click here now and I’ll send you full details on this system by way of a Video eMail (Vmail) of course. We can even video conference if you like. This technology is amazing.

But what does it cost to subscribe to this service?

What would you be prepared to pay per month to get all of this feature rich video system?

I paid US$30 for a one off annual licensing fee, and now US$29.95 per month for unlimited use of all of the features that this system has to offer. US$29.95 per month is a ridiculously small price to pay.

This system saves me thousands of dollars every month. No airfares, no driving, no accommodation costs. None!!

Click here now and I’ll send you everything you’d like to know.

Anyway, that’s it for now. I look forward to hearing from you.

Have a great week, make it a great week.

Wayne Berry