Here’s a quick tip. Whenever practical, turn your scheduled conference calls and demos into video calls. The advantages are innumerable, but here are a few:

These days, conducting a video call takes little more that activating the camera on your computer and hitting a button on the web conference application. But do it right. Wear a professional outfit. (Business casual is usually fine, but no ratty t-shirts or PJs.) And make sure your office environment conveys the right message.

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Start by practicing with your internal team or partners before you start in on your customers. But start. It’s too easy and too effective not to.

(NOTE: This was originally published as part of Sales Craft in August 2020.)