Building Trust and Credibility in Virtual Sales Meetings

In sales, buyers prefer to purchase from people they like and trust. But in virtual meetings, body language and presence are harder to convey. Without careful preparation, salespeople risk appearing casual, unprofessional, or even untrustworthy.

Summary: Online meetings magnify the importance of professionalism and presentation.

Whether face-to-face or online, first impressions matter. In virtual settings:

・Use a professional background that highlights your company and reduces distractions.

・Sit upright, keep gestures within camera range, and look directly into the lens at eye level.

・Dress in formal business attire (yes, even online). A jacket and tie show respect and seriousness.

・Speak clearly and avoid filler words (“um,” “ah”) that dilute credibility.

Summary: Treat virtual meetings with the same rigor as in-person business meetings.

This is a common challenge in Japan, where many clients join calls with audio only. Sales professionals should:

・Politely ask buyers to turn on their camera:
　“Thank you for your time today. I’ve found these meetings work best for both sides when we use cameras. Let’s 　
　both turn them on for this short meeting.”

・Then pause. Say nothing further. Wait patiently for the client’s decision.

・If the buyer still refuses, recognize that engagement is low and adjust expectations.

Summary: A buyer unwilling to show themselves may not be a real prospect. Focus on those ready to engage.

Japanese buyers can be especially cautious toward new vendors. Some companies openly state: “We do not deal with people we are not already dealing with.” While discouraging, persistence and professionalism are essential. Optimistic follow-up may uncover opportunities, but salespeople must accept cultural realities and adapt.

Summary: Success in Japan requires resilience, patience, and culturally aware selling techniques.

・Buyers only purchase from those they like and trust—professionalism builds both.

・Virtual meetings demand sharp presentation, clear speech, and formal attire.

・Camera-shy buyers signal lower trust and engagement—qualify carefully.

・Selling in Japan requires persistence and a respectful approach to cultural barriers.

Strengthen your ability to build trust online and in person. Contact Dale Carnegie Tokyo to explore sales training programs tailored for Japanese and multinational clients.

Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, has been empowering both Japanese and multinational corporate clients ever since.