Let’s get one thing straight right out of the gate: remote selling isn’t a temporary inconvenience. It’s not a “phase” that’s going to magically disappear if you just hold your breath long enough. It’s the new normal. It’s the new playing field. And if you want to win, you better start learning how to hit the ball in this new ballpark. Because here’s the cold, hard truth: selling through a screen is not harder. It’s just different. Different rules. Different tools. Same game: connect with people, build trust, solve problems, earn the deal. And guess what? The salespeople who master remote selling are going to eat the ones who don’t for breakfast. Simple as that.

And if you think you cannot sell without taking a customer to lunch or to play golf, I have to ask, “Is that all you’ve got? What about the product? What about the Quality and performance? Really is it all about a hamburger or a round of golf. Come on, don’t give me that. You’re better than that.

First, understand this: Zoom is your new conference room. It’s your boardroom. It’s your stage. And if you’re treating it like a casual hangout, you’re getting crushed. You can’t just stumble into a virtual meeting and hope your “natural charisma” will carry the day. You have to own the screen. That means having your material down cold. That means managing your voice, your background, your camera, your lighting—everything. You’re not just selling your product anymore. You’re selling the meeting itself. If you don’t bring energy, professionalism, and focus, they’re one click away from checking their email—or checking out of your pipeline entirely.

Speaking of energy, video selling demands twice the energy and half the ego. Here’s what nobody tells you: video flattens your presence. It sucks about 50% of your energy straight into the digital void. So if you want to come across as lively, you need to show up with twice the enthusiasm you think you need. Smile bigger. Lean in. Be genuinely excited. And while you’re at it, lose the ego. Remote selling isn’t about putting on a performance. It’s about making the buyer feel important. It’s not about being impressive. It’s about being present. Get that right, and you’ll win more deals than you can count.

Now, here’s another thing: follow-up is even more important in the remote world. When you meet someone face-to-face, they remember you. Your handshake. Your voice. Your presence. But when you’re just a thumbnail on a screen, you’re a lot easier to forget. That’s why follow-up today isn’t optional—it’s survival. And I’m not talking about lazy “Just checking in” emails. I’m talking about thoughtful, relevant, personal follow-ups that remind the buyer what you heard, what you promised, and how you’re going to make their life better. Be the salesperson who sticks in their mind, not the one they have to scroll through emails to remember.

People also ask, “Dan, how do you build rapport virtually?” My answer: the same damn way you always did. You care. You listen. You’re curious. The medium doesn’t change the fundamentals. Ask good questions. Actually listen to the answers. Pick up on the small details—then follow up on them later. “How’s your son’s big soccer game?” “Did the kitchen renovation finally wrap up?” “Is that system upgrade going any smoother now?” Virtual rapport isn’t about tricks. It’s about being a real human being. It’s a little harder to fake through a screen, but that’s a good thing. Authenticity wins.

Now let’s talk about your tech setup. In the old days, people judged you by your handshake and your shoes. Today, they judge you by your camera, your audio, your lighting, and your background. If you look like you’re dialing in from your grandmother’s basement with a webcam from 1998, guess what? You’re not exactly inspiring confidence. Your tech setup is your new handshake. Invest a few bucks in a decent webcam, a real microphone, and some good lighting. Frame yourself properly on screen. Clean up your background. It’s not about vanity—it’s about professionalism. Show up like a pro, or expect to get treated like an amateur.

Let me wrap this up by telling you what too many reps are still refusing to admit: remote selling isn’t harder. It’s just different. And if you don’t adapt, you’ll get left behind by the ones who do. You can cling to the old ways, complaining about Zoom fatigue and the good old days of steakhouse lunches—or you can sharpen your skills, lean into the new game, and own the screen like a champ. Selling is still about building trust, solving problems, and helping people make good decisions. That part hasn’t changed. The winners are the ones who see the shift not as a roadblock, but as a ramp.

And that, my friends, is only common sense.