How To Read A Room In An Enterprise Deal

Saturday, December 09, 2023

Want to learn how to close enterprise deals over zoom?

One key skill that I’ve had to learn is how to read a room. But reading a room virtually instead of physically.

In a post corona world, closing big enterprise deals often happens over Zoom or Teams. And Every facial cue, tonal shift, or awkward silence plays a huge part in whether you’ll win or lose a potential deal.

From my own experience in winning enterprise deals with iconic brands like Denny's, Famous Dave’s, Hooters, Outback, Papa Murphy's, and Firehouse Subs, I've learned first hand that every participant in these meetings has their own set of priorities, desires, wants, fears, and goals and that you have to be able to tailor and pivot your pitch or presentation to address them all.

Here are my key lessons that I’ve learned that hopefully can also help you to read a virtual room and close more enterprise deals.

Number 1. Build Rapport:

Before the meeting even begins, research every attendee who’s on the calendar invite on LinkedIn. Maybe you've got mutual connections, maybe you went to the same college, maybe you even have similar interests. To win the biggest deals you need to find every advantage you have over your competition and by learning how to build rapport it will give you a huge advantage because people like doing business with people like them.

Number 2. Role Based Questions:

Gather intelligence by diving deep into each person's role, pain points, goals, we can learn about their pain points, goals, and challenges. It's a strategic move that not only increases their interest and engagement but grabs their attention and also strengthens the rapport. It’s kind of like being the host of a party where you want to include and talk with as many guests as possible. There is something powerful about inclusion and the more people that like you in an enterprise deal the higher the chance of you being selected as the winner.

Number 3. PitchTo Each Role:

In corporate america a lot of the roles are siloed at big companies so the way you can get everyone's buy in is by pitching each role on what’s in for them and the overall company.

Number 4: Add Insights Into Your Pitch:

So remember earlier what I said about asking role based questions now you want to add on benefits to each role based on what you’ve learned from how they answered your questions earlier. I always say it’s kind of like getting the answers to the test in advance by acutely listening to your customers.

Number 5. Have Specialists On Standby:

In the enterprise sales world, you’re selling expensive services and products that are typically more complex. And you probably won’t know every answer. So it’s important to have on other team members who might not be salespeople but can go deeper into a topic if need be. For example I’ve had IT, Training, and Ops people on calls that aren’t salespeople at all but they can add a ton of and can chime in on certain questions from the prospects. When this happens the prospects trust us more and view us as experts.

Number 6. Monitor Engagement:

On zoom watch their eyeballs, does it look like they are actually paying attention? Does it look like they are checking your email? Are you losing them? Do you need to speed up your presentation? Do you need to ask them a question to rope those people back in. These are clues for you in real time for you to pay attention to.

This might sound kind of daunting but I really want to help you. If you want to go deeper and learn more on how to implement this in your business. I’ve created a free in-depth guide specifically for How to Read A Room To Close Enterprise Deals Virtually. Just Click the below to get free instant access.

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