The Role Face-to-Face Communication Plays When It Comes To Making Sales

In this episode of The Sell or Die Podcast, we’re discussing the importance of meeting clients face-to-face. Due to the pandemic, salespeople have been working virtually more than ever. However, we can’t lose sight of the power and impact behind face-to-face communication when it comes to sales. In the episode, we’ll go over the reasons it's so important to have face-to-face interaction and the formula we recommend so you can still include virtual meetings in your sales plan.


But before we dive right in, let us introduce ourselves in case this is your first visit. Welcome to the Sell or Die Podcast. We’re your hosts, Jeffrey & Jen Gitomer. Between the two of us, we’ve written the books The Little Red Book of Selling, Sales in a New York Minute, plus 15 other best-selling books. We’ve also created the 7 figure sales formula program and the Breakthrough Business Babe Community. 

Sell or Die is for sales professionals, sales managers, entrepreneurs, and business owners who want to sell more at full price, earn loyalty, and have an unlimited stream of referrals. Every single episode will give you real-world, easy-to-implement solutions so that you can get your calls returned, your proposals read and acted on while creating relationships that you can take to the bank. 

And today we are focusing on the importance of meeting clients in person, and why it is key to your success in the industry. 

For more details, listen to the ENTIRE episode on your favorite streaming platform.

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Why are in-person sales so effective?

The ability to meet face-to-face with your prospect is so helpful to close a sale. When you meet someone in person it allows you to see their body language and how they are reacting to your offer. You can tell so much more about what a person is thinking if you are looking directly at them. 

As a salesperson, you have to be able to pick up on social cues and read facial expressions. This lets you know how the offer is being received and gives you instant feedback for improvements. 


Can I just do virtual calls?

While you may have been working well in the all-virtual environment, you will not win a sale over a salesperson who is showing up face-to-face. The fact is, to make a sale you need to create a relationship with the client. They need to see value in what you are selling, they need to trust you and they need to like you. When you meet a client in person, the way you hold yourself is everything. For a customer to feel comfortable buying from you they have to see exactly who they’d be working with. These kinds of professional relationships are much easier to build if you are meeting with the client in-person.

While virtual calls may be another thing you can continue to incorporate into your sales plan they should NOT be the only way you meet with potential customers. 

The formula we recommend is 60% in-person and 40% virtual meetings. By incorporating both into your sales plan you will outperform someone who is just doing one or the other. Utilize both ways to maximize your productivity and help you close more sales. 

The Role Face-to-Face Communication Plays When It Comes To Making Sales: The Bottomline

Don’t be afraid to get back out there! We know it’s been a while since you’ve been able to sell in person but it’s time to start your new sales plan. Now more than ever you need to show up for your clients, not just virtually but in person too. The salespeople who will come out ahead are those who use a multifaceted approach. 

We suggest you incorporate your virtual meetings along with face-to-face meetings. To be successful in sales you can’t forget the power of in-person interactions. These interactions allow you to build a deeper relationship with your client which will help you close more sales. People have to see the value in your offer and they have to like and trust you to do business with you.

Be sure to listen to all of episode 554 for more details on why it’s so critical to prioritize in-person interactions with clients!

Thank you so much for listening to Sell or Die! We hope that this episode helped you understand why virtual meetings are not going to cut it in the sales industry. 

If you enjoyed this episode please take a second to rate & review. Each review helps us help more people just like you make a difference in this world! Don’t forget to take a screenshot, share it in your Instagram stories, and tag us @jeffreygitomer and @jengitomer. See you next week!

About your hosts

Known as the King of Sales, Jeffrey Gitomer is the Author of 16 best-selling books including the Little Red Book of Selling, the Sales Bible, and his newest book Get Sh*t Done. In 2008, he was inducted in the Speakers Hall of Fame – the highest award in the speaking industry. His world-class list of clients include companies from  Fortune 500 companies around the world. His digital Learning academy and signature course, The Seven-Figure Sales Formula, offers individuals and teams real-world sales strategies they can implement immediately.

Jen Gitomer gained her prowess in NYC as both a salesperson and award-winning sales leader for a Fortune 500 company. She is the best-selling Author of Sales in a New York Minute, CEO and Founder of Breakthrough Business Babe and a master business growth coach.

Jeffrey and Jen thank you, Diehard, for helping Sell Or Die achieve more than 2 million downloads!

Thanks for Listening!