Effective Virtual Selling: 5 Tips for Video Calls | 5 Minute Sales Training

Summary

Jeff Shore argues that video selling is a lasting part of sales and an opportunity to stand out through professionalism. The goal should be mastery, not merely getting by. A salesperson’s comfort—or discomfort—can affect the customer’s experience, so preparation and presence matter.

Five-point virtual-selling playbook

• Remove distractions: Clear anything that competes for attention, such as a messy desk, open computer windows, or distracting views. Be mentally present with the customer.
• Hide your self-view: Looking at your own image can pull your attention away from the conversation. Shore’s practical workaround is to cover the self-view with a blank document while keeping the customer visible.
• Look into the camera: Treat the camera as the customer’s eyes to create a stronger sense of connection. Shore suggests placing a small happy-face note by the camera as a reminder.
• Prepare talking points: Use bullet points as a roadmap for what you want to accomplish. The aim is to guide the conversation rather than improvise without direction.
• Close on a next step: End by securing a commitment, such as the sale or another appointment. Don’t let the sales process stall because no next step was planned.

Business takeaways

• Video calls can build relationships and advance a sale before an in-person meeting—or even when no in-person meeting occurs.
• Preparation should cover both the technical setup and the salesperson’s focus, delivery, and content. This video focuses on the latter; Shore says setup and audiovisual basics were covered elsewhere.
• Metrics or targets: None provided.

Presenter and source: Jeff Shore, 5 Minute Sales Training (Jeff Shore Real Estate Sales Training).