{"id":27851,"date":"2020-07-23T17:26:20","date_gmt":"2020-07-23T17:26:20","guid":{"rendered":"https:\/\/www.edutrainment.com\/online-appointments-from-the-black-screen-phenomenon-to-pajama-bottoms\/"},"modified":"2026-02-27T17:05:19","modified_gmt":"2026-02-27T17:05:19","slug":"online-appointments-from-the-black-screen-phenomenon-to-pajama-bottoms","status":"publish","type":"post","link":"https:\/\/www.edutrainment.com\/en\/online-appointments-from-the-black-screen-phenomenon-to-pajama-bottoms\/","title":{"rendered":"Online Appointments: From the Black Screen Phenomenon to Pajama Bottoms"},"content":{"rendered":"\n<h3 class=\"wp-block-heading\">What it means to build a digital relationship<\/h3>\n\n<p class=\"wp-block-paragraph\">Many online meetings are still too impersonal. Someone presents a document that is either good or bad. The level of interaction is too low. Your counterpart doesn&#8217;t get a word in. You can do better!    <\/p>\n\n<p class=\"wp-block-paragraph\">Because even in online meetings, the same rules apply as in any other conversation or meeting: you need an icebreaker. <\/p>\n\n<!--more-->\n\n<p class=\"wp-block-paragraph\">You have prepared well, just as you would for other conversations, and you know who you are meeting. Present yourself as a person and a representative of your company. Speak as you normally would. Use the camera actively and ask questions. <a href=\"https:\/\/edutrainment.com\/kostenlose-skillboxx-lernkarte-zum-download-fragetechnik\/\">Selling means asking and listening<\/a>. This applies online at least as much as it does in the real world.    <\/p>\n\n<h3 class=\"wp-block-heading\">Parking objections<\/h3>\n\n<div class=\"wp-block-image\"><figure class=\"alignright size-full\"><img fetchpriority=\"high\" decoding=\"async\" width=\"310\" height=\"193\" src=\"https:\/\/edutrainment.com\/wp-content\/uploads\/2020\/07\/park-5241887_1920-SMALL.jpg\" alt=\"Parking objections\" class=\"wp-image-11967\" srcset=\"https:\/\/www.edutrainment.com\/wp-content\/uploads\/2020\/07\/park-5241887_1920-SMALL.jpg 310w, https:\/\/www.edutrainment.com\/wp-content\/uploads\/2020\/07\/park-5241887_1920-SMALL-300x187.jpg 300w\" sizes=\"(max-width: 310px) 100vw, 310px\" \/><\/figure><\/div>\n\n<p class=\"wp-block-paragraph\">When handling objections, <strong>everything<\/strong> that <strong>usually<\/strong> <strong>applies<\/strong> to <a href=\"https:\/\/edutrainment.com\/kostenlose-skillboxx-lernkarte-zum-download-einwandbehandlung\/\">handling objections<\/a> <strong>still holds true<\/strong>. The first rule for a professional is to separate objections from excuses. You should, of course, do the same online.  <\/p>\n\n<p class=\"wp-block-paragraph\">In addition, you have the option of having many solutions already prepared and open in individual slide sets, which you can then show as needed. Ideally, you should also document the customer&#8217;s objections using a <a href=\"https:\/\/www.mural.co\/\" target=\"_blank\" aria-label=\"undefined (opens in a new tab)\" rel=\"noreferrer noopener\">whiteboard tool<\/a>. <\/p>\n\n<p class=\"wp-block-paragraph\">In general, from a sales psychology perspective, an online meeting is just like a face-to-face meeting, and all the rules of objection handling apply here as well.<\/p>\n\n<h3 class=\"wp-block-heading\">How do I prepare for my online appointment professionally?<\/h3>\n\n<p class=\"wp-block-paragraph\">First of all, you prepare just as you always do. <a href=\"https:\/\/edutrainment.com\/kostenlose-skillboxx-lernkarte-zum-download-vorbereitung\/\">Meetings<\/a> are meetings. If they are poorly prepared, without clear goals and a concrete plan, they will also go poorly in the real world. <\/p>\n\n<p class=\"wp-block-paragraph\"><strong>What is new:<\/strong><\/p>\n\n<ul class=\"wp-block-list\"><li>Maintenance of technical infrastructure: Use modern equipment and do not skimp on technical hardware.<\/li><li>Prepare all the documents that will be required.<\/li><li>Non-linear appointment design: Create your PowerPoint presentation so that you can &#8220;switch&#8221; to currently relevant content as needed.<\/li><li>Maintain a consultative selling style.<\/li><li>Switch between different formats:<ol><li>Begin the initial meeting with a short(!) introduction of your company.<\/li><li>Use an interactive part and ask many questions for the status assessment and needs analysis (documentation on a whiteboard solution).<\/li><\/ol><\/li><\/ul>\n\n<h3 class=\"wp-block-heading\">How do I come across as professional and likable online?<\/h3>\n\n<p class=\"wp-block-paragraph\">Authenticity is crucial. In addition to the obvious <a href=\"https:\/\/edutrainment.com\/wie-laeuft-ein-gutes-live-online-training-ab-die-vorbereitung\/\">mastery of the tools used<\/a> and the professional <a href=\"https:\/\/edutrainment.com\/kostenlose-skillboxx-lernkarte-zum-download-vorbereitung\/\">preparation of all materials<\/a>, this includes a good introduction and professional structuring of the appointment. However, emphasizing the relationship level is very important: let them experience you as a person!  <\/p>\n\n<p class=\"wp-block-paragraph\"><strong>Further tips:<\/strong><\/p>\n\n<ul class=\"wp-block-list\"><li>As banal as it sounds: practice! Participate in as many online appointments as possible. <\/li><li>Technical glitches happen and mistakes are human.<\/li><li>Watch <a href=\"https:\/\/edutrainment.com\/ausbildung-zum-online-trainer\/\">online tutorials<\/a>.<\/li><li>Just do it!<\/li><li>Turn on the camera and align it at eye level.<\/li><li>Blur the background or replace it with a suitable background image.<\/li><li>The background can also be changed during the meeting to match the topic.<\/li><\/ul>\n\n<p class=\"wp-block-paragraph\">It always comes down to adapting the virtual tools to the level of the relationship. At the beginning, it&#8217;s about professionalism, then increasingly about personal proximity. You will notice here that it&#8217;s about the same mechanisms as in the real world, just adapted to the online medium.  <\/p>\n\n<h2 class=\"wp-block-heading\">Know-how&#8230;<\/h2>\n\n<h3 class=\"wp-block-heading\">Agree on ground rules<\/h3>\n\n<ul class=\"wp-block-list\"><li>Before the meeting, send your potential customer an email with the agenda and outline the meeting process.<\/li><li>During the meeting itself, briefly clarify whether the announced process remains the same or if additional points should be included.<\/li><li>Clarify whether follow-up questions are allowed\/desired, or if questions will be collected and answered at the end.<\/li><li>These ground rules can also be briefly outlined in the invitation email.<\/li><li>At the start of the online appointment: Present the ground rules for the chat within the chat itself.<\/li><li><strong>Important<\/strong>: If you agree on ground rules, you should also ask for agreement to these rules. Your customers will be grateful that you have a concrete plan. <\/li><\/ul>\n\n<h3 class=\"wp-block-heading\">How do I introduce myself professionally in an online meeting?<\/h3>\n\n<p class=\"wp-block-paragraph\">You don&#8217;t need stilted language for online meetings. Introduce yourself as you normally would. The more naturally you conduct your online meetings, the more pleasant it is for your counterpart.  <\/p>\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"990\" height=\"660\" src=\"https:\/\/edutrainment.com\/wp-content\/uploads\/2020\/07\/89346572_l-XLARGE.jpg\" alt=\"How do I switch between presentation and conversation?\" class=\"wp-image-11968\" srcset=\"https:\/\/www.edutrainment.com\/wp-content\/uploads\/2020\/07\/89346572_l-XLARGE.jpg 990w, https:\/\/www.edutrainment.com\/wp-content\/uploads\/2020\/07\/89346572_l-XLARGE-300x200.jpg 300w\" sizes=\"(max-width: 990px) 100vw, 990px\" \/><\/figure>\n\n<h3 class=\"wp-block-heading\">How do I switch between presentation and conversation?<\/h3>\n\n<p class=\"wp-block-paragraph\">You are probably familiar with this: the distinction between a conversation, a workshop, and a presentation <a href=\"https:\/\/edutrainment.com\/virtual-sales-wie-sie-den-vertrieb-online-bringen\/\">is becoming increasingly difficult<\/a>. We have an appointment with a customer that starts as a normal conversation, then you present yourself, the company, and an initial idea for a possible solution. Then there is a workshop phase that is interactive, and at the end, you summarize everything and agree on the next steps.  <\/p>\n\n<p class=\"wp-block-paragraph\">This means we have meetings that are significantly more complex than before. You have to switch flexibly back and forth between different communication formats. The good thing is: you can plan these phases better here.   <\/p>\n\n<ol class=\"wp-block-list\"><li>Start with a little small talk <\/li><li>Share screen (presentation of the company\/portfolio on a few slides)<\/li><li>End presentation mode<\/li><li>Switch to a whiteboard<\/li><li>Questions for the customer regarding status assessment and needs analysis<\/li><li>Live documentation of results or answers on a digital whiteboard<\/li><li>Summary of the appointment<\/li><li>Scheduling the next steps<\/li><\/ol>\n\n<p class=\"wp-block-paragraph\"><em>The presentation of the workshop phase is immediately available to all participants at the touch of a button. If you do it right, you save yourself tedious documentation. <\/em><\/p>\n\n<h3 class=\"wp-block-heading\">At a glance<\/h3>\n\n<ul class=\"wp-block-list\"><li>Build a relationship with your conversation partner digitally as well.<\/li><li>Establish ground rules for the online appointment; this helps with structure and procedure.<\/li><li>Park objections in the best possible slot.<\/li><li>Avoid doing all the talking yourself.<\/li><li>Create smooth transitions between presentation and conversation.<\/li><\/ul>\n\n<p class=\"wp-block-paragraph\">[mc4wp_form id=&#8221;10811&#8243;]<\/p>\n","protected":false},"excerpt":{"rendered":"<p>What it means to build a digital relationship Many online meetings are still too impersonal. Someone presents a document that is either good or bad. The level of interaction is too low. Your counterpart doesn&#8217;t get a word in. You can do better! Because even in online meetings, the same rules apply as in any [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":27852,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[189],"tags":[294,190,307,308,309],"class_list":["post-27851","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-online-appointment","tag-online-meeting","tag-sales","tag-selling-online","tag-web-demo"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Online Appointments: From the Black Screen Phenomenon to Pajama Bottoms - edutrainment company - Die Blended Learning Agentur<\/title>\n<meta name=\"description\" content=\"Many online meetings are still too impersonal. You can do better! 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