Digital Body Language: How To Have Better Zoom Sales Meetings | Salesman Podcast

On this episode of the Salesman Podcast, Erica Dhawan talks about Digital Body Language. Erica explains – How to improve your digital body language How to make your virtual first impressions memorable Tips for improving self-awareness during virtual meetings Resources: * EricaDhawan.com * Digital Body Language By Erica Dhawal * On Writing Well By William Zinsser * Get Big Things Done by Erica Dhawal Transcription: Will: This episode of the show is brought to you from the salesman.org HubSpot studio. Come we go on today's episode of the salesman podcast.   Erica: That when we are connecting behind a screen versus in person with the same person, we're more likely to signal less empathy. In my research over the last five years, writing my book, Digital Body Language. What I actually discovered is that Zoom is not just a replacement. Another example of what our digital shift has unlocked is speeding up the sales conversation. Instead of waiting three weeks, flying on two planes, we can jump on to a conversation anytime, anywhere.   Will: Hello sales nation, my name is Will Barron. I'm the host of the salesman podcast. I've got the world's most downloaded B2B sales show. On today's episode, we have Erica Dhawan, author of Digital Body Language, the new book, which is available on Amazon and everywhere else. And that's exactly what we're talking about on today's episode. How you can show up to meetings, have more influence, reduce the chances of people misunderstanding you and have better sales outcomes. And so with that said, let's jump right into it. Erica, welcome to the salesman podcast.   Erica: Thank you so much for having me here, Will.   Differences Between Buyer’s Brain During Zoom Meetings and In-Person Meetings · [01:31]   Will: You're more than welcome. So I'm excited to dive into this topic of, I love the way you've gone and branded it and chose this name here, Digital Body Language. We're going to dive into that. But first, before we get into perhaps how we can improve our own digital body language, which is what we're all here for, right? What's going on in the buyer's brain? What's going on in the buyer's brain when we engage with them on Zoom versus when we engage with them in person? What's the difference that's going on inside them between those two environments?   “We all know that roughly 70% of communication is our nonverbal body language.” – Erica Dhawan · [01:48]   Erica: We all know that roughly 70% of communication is our nonverbal language, but in a world where roughly now 70 to a hundred percent of our sales conversations are virtual, there are massive differences in how the buyer's brain is reacting to our selling and marketing. For example, a recent research study called the online disinhibition effect showed that when we were connecting behind a screen versus in person with the same person, we're more likely to signal less empathy to that other person behind the screen than in person. Second, I like to say in today's world, we are much more likely to misunderstand each other quickly in the world of screen freezes, echos, delays. And also the fact that it's not natural to see our own video camera on the screen while we're tryin...