How can you interpret remote client body language during sales pitches?

It's an interesting one, as while it's not quite the same as being 'in person' it is still basically the same (providing the technology permits). If they are fidgeting, sat with their arms crossed, i.e. in a defensive, closed posture, or if they are being easily distracted. You can tell if they're engaged, or frustrated/not too happy with proceedings. Visual cues like nodding, smiling, agreeing and active listening are all positives in terms of their behaviour.

1. Be fully preset and stay on video. This can sometimes be exhausting but looking at each other and sharing initial verbal cues help in building a good first impression 2. Listen to both what’s said and left unsaid - this means listening carefully to the tone of the message, any words that are being repeated and the facial expressions through the course of it all. While it is not possible to look at the whole body of the other person, face, expression and tone of voice can reveal how they feel and what they mean.

In a session with many people, their images are too small, and someone could even switch their camera off. I suggest trying to catch people "on the table" if they insist on being with the camera off. For other more suitable behaviors, it is still difficult to verify the single engagement, and I agree with the approach to be precious in examples, varying the voice tone, accurately measuring our hand and eye and face gestures, and even making open questions, in case insisting with asking for their think about options. Copying their thought before asking for confirmation could be another way to gain attention. There are many things to do and more energy to put in because web conf does not make checking the auditors' attention/engagement easy.

In my experience, the biggest signal to be cognizant of is eye contact or lack thereof. If you see the prospect shifting their eyes or generally being distracted, pick up the pace and hone in on their hot buttons better, because you're on the verge of losing them. Also, watch for the "held back" yawn. If the salesperson has done their job in understanding and eliciting prospect needs, addresses those specifically and concisely, the prospect's engagement level should be high. Lest I forget, as with any meeting, make sure you ask at the outset how much time they have allotted for the meeting to make sure you modify your presentation, if need be.

Often times, you will not actually see your virtual audience (whether it's a one-on-one meeting or a a full webinar). So it's important that your body language sets the tone and communicates and reflects the level of engagement and enthusiasm you want the audience to have. Eliminate distractions from your background and leverage digital tools like sound and video enhancement to help put your best foot forward.

When you are doing remote sales pitches your face, your expressions and your vocal tone is very important to express. Give ample time to your client to understand & speak. Use your facial expressions and head to give relevant expressions to be in the conversation

I spent many years cold calling clients, and so I always used to visualise them nodding in agreement when we were discussing matters. I also listened for intonations in their voices and speed, tone of voice and so on. I'd use these skills now when on a remote meeting/pitch etc. As I see it as easier, in the sense that I can at least see them.

I've often found that good preparation for a sales pitch along-side delivery will allow you the time to identify, acknowledge and respond to various facial expressions. Often times you have a prepared list of selling points or benefits that you just want to get through in a meeting, take a break. Taking a moment at the end of key points to see how clients respond will give you some insight in to whether they are engaged, intrigued, bored or potentially confused. If you've been talking for some time you probably have and may need to react to the facial expressions and gestures in front of you.

Body language is a super way to read into how the call or pitch is going - not so easy if they have their camera off! - I'd say there are many ways to tell if someone is engaged by what you're saying and if their interest is piqued. If they asks lots of questions, sound positive and upbeat and offer a real smile and rapport - these are all good signs. On the flip side look out for what's missing, such as silences to your questions, lack of engagement and interaction, these all could be signs you need to switch up your presenting style.

While reading your client's facial expressions and gestures; ensure that yours are also directly aligned to the agenda. Avoid vague throwing of hands, chewing or eating, awkward smiles/laughs and body stretching during the meeting. These may influence your client's attitude towards you and give you unauthentic feedback from your client. Always remember that what you give is what you get.

When you're chatting with a potential client, pay attention to how they talk – the tone and speed. If they sound excited, speed up a bit, if they seem to be in thought, slow down. Silence is okay, it gives them time to think. If they're quiet for a while, maybe they need more info or just a moment to consider things. Listen closely to what they say. If they seem happy, say something positive. If they're worried, address their concerns right away. Matching your conversation to their style helps build a connection

If you are alert to vocal cues and feedback by really listening it's a great chance to divert your pitch in another direction if necessary. Being aware and agile will help you keep moving the conversation forward maximising responsiveness and sales success!

Remote sales pitches are all about patience listening and giving proper expressions. You have to make sure that you are taking each & every cue and keeping your audience in the conversation

Definitely important. Body language is huge. Slumped shoulders, disinterested facial expressions, fidgety, twitchy or just plain bored. All terrible signs that it's not going well. Smiling, nodding, warm conversation, good answers to your questions, steady voice tonality and generally convivial discussion are all great signs of amicable meetings.

A good listener has a great opportunity to nail their clients down by understanding their needs/demands as your let them really open up at your advantage. Every client will love to be heard and understood so that they choose you over the others.

One thing I learned the HARD way was how to recognise different personality types, and different styles of communication. Took me quite a few years to master this and to be able to adapt my own styles subconsciously. I discovered I was a 'visual' person and not everyone else is!! I was later able to replicate the bull in the china shop, directness, or to adapt my body language and tonality, depending on who I was addressing and so on. Projection/Reflection, is a great thing to learn. As is 'tonality' and how to adopt varying styles. Can't recommend it highly enough.

By far beyond average, people are more likely to trust and believe those they feel they belong together. The more you adapt, the more you make your client feel at home away from home and that way they are comfortable with you and will earn you genuine feedback/response. Avoid sternness and rigidness in your character in front of your clients. Train yourself to become flexible and tolerant to a variety of behaviors not common to you. After all, you are not sitting in that meeting for a lifetime!

I truly believe in honing our ability to read a client’s body language by observing expressions and gauging engagement. Asking open-ended questions proves to be a solid strategy for confirming the client’s interest and understanding. Additionally, paying attention to subtleties like eye contact and posture provides crucial cues regarding their level of engagement. Actively seeking feedback and incorporating interactive tools, such as polls, adds a dynamic layer to understanding reactions and allows for effective adaptation of our approach.

100%. Questioning techniques are incredibly underrated, worldwide. I took a long time to adopt the method of writing down my questions before every meeting. My key questions anyway. I devised a plan of questions for the meetings. Consisting of open, closed and what I like to call 'KILLER' questions. This way, no matter how the conversation went, I could make sure I asked my key questions. I could also control conversations, by bringing them back to my questions at the right moment. Very powerful and a great way to make sure everything gets covered in the meeting, as opposed to getting outside and thinking DOH! Why didn't I ask THAT!

In my experience, this is one of the most important aspects - being able to get the client to open and explain what they want rather than just going on with what we want to say / present. Asking open ended questions can enable the client to open up about their perspectives and interest areas and then we could look potential fit between what we offer and what would be the client willing to take from us

Making your client talk is the best way to understanding their needs/demands. It also lets you do less work with great efficiency as you would just directly take on the client head on from the challenges they have confirmed and offer the very right solution. If you keep doing most of the talking, you are most likely to run out of points to say or create room for being challenged because trust me; it is good to hear things but not hearing everything.

doing a bit of ground work about the client, their area of work, their company and their interests can help come up with ice-breaker conversations...