Virtual selling has been embraced in some industries for years, but there are a variety of misconceptions about it, leading many to resist the approach. Arguments against selling products and services using virtual methods include “We run a very relationship based business” or “There would certainly be a decline in closing rates if we don’t meet with prospects face-to-face.” They may also claim that their customer base just isn’t familiar enough with the technology needed to conduct the entire sales process online. These misconceptions have also served as a justification, providing a reason to feed into our own insecurities about using video in the sales process. When my own organization, GreatAmerica, began encouraging sales team members to get comfortable with using video in our own sales process, several words came to mind. Comfortable was not one of them.