I am sorry to report that I've heard a couple of people connected to Sales lately talk down any video future.
Well. There were those who said the car would never catch on.
They couldn't go any faster than a horse. There were no roads. Manoeuvring them was far from simple.
And as this bizarrerie from Google lists, they were also an impractical luxury novelty. Particularly when compared to the bicycle. A creation itself once derided as a mere fad just a handful of years earlier.
Video Meetings for the serious business player? Clearly considered by some today as a prime example of an everyday invention that will fade into obscurity.
One argument I hear against video meetings when selling, is that you can only build true trust - especially on an Enterprise bid - face-to-face.
Sometimes referred to as (you've guessed it) F2F, it remains the gold standard of transaction setting when persuasion and agreement is sought.
I get that. Kinda. As you must factor in that some dialogues are better suited to means other than in-person. Again, for as long as existing, some of these feature the humble phone or email/message. And now, hello video.
Ignore this at your peril.
Lick it, and you will absolutely outshine your competition.
An intriguing angle I discovered as 2022 dawned, was with the prospect that doesn't want to meet with you in-person.
There's likely to be more than you think like that.
Not just don't want to, but won't.
They maybe the quasi-mythical Remote-Onlys.
But they may simply have a dispersed decision team. Now getting used to productive output sitting apart. For whom the age old bluff, '...as I'm in the area' won't chime.
Think you'll be spared such idiosyncrasies?
I learn from an insider that they've just begun a program to ensure Execs know how to do something very specific when 2-D. The name of the course?
Negotiation Over Video.
Even more striking, is that this isn't merely a nice-to-have skill brush-up being offered.
It is the apparent intention to conduct all negotiations with suppliers in such manner.
Negotiation is a specific subset of selling.
One often handed over to a dedicated contracts team.
Yet Negotiation can expand its reach. There's so many facets of the buying process that could come under its auspices. Including all the pre-Legals activity around Proposal scoping, shaping and delivery.
If this example is anything to go by, Sales will be affected in such way.
Are you ready?