Building Remote Client Trust Through Screen Sharing

Building trust has always been a pivotal part of sales—it’s the foundation for meaningful client relationships and the precursor to closing deals. But when the face-to-face dynamic is removed, as it often is in remote sales, establishing that trust becomes much more difficult. 

At CrankWheel, I’ve watched this transformation closely. 

The rise of remote work introduced new challenges for salespeople to bridge the trust gap without physical presence, a firm handshake, or in-person rapport building. However, I’ve also seen firsthand how tools like screen sharing provide a unique and powerful solution. 

Screen sharing fosters transparency, engagement, and personalization, building confidence in a remote setting. For client managers, account executives, and salespeople navigating this new reality, screen sharing is more than a tool—it’s a trust-building powerhouse. 

The Trust Deficit in Remote Sales 

“Trust is like the air we breathe—easy to feel in its presence, but impossible to ignore when it’s gone.”  - Warren Buffett

Remote sales environments naturally challenge the creation of trust. Prospects start with a barrier of skepticism simply because they can’t meet with salespeople in person. 

No handshakes. 

No physical prototypes. 

No reading subtle body language. 

Trust-building techniques traditionally rely on these interpersonal cues, making the virtual environment seem distant and less grounded. Sales calls can inadvertently veer into feeling transactional, rather than conversational or relational. 

That’s where screen sharing becomes crucial. By turning passive conversations into engaging, shared experiences, screen sharing helps reintroduce elements of trust back into the sales process. 

How Screen Sharing Builds Trust in Remote Sales 

1. Transparency Through Real-Time Demonstrations 

Screen sharing removes ambiguity by showing, not telling. During a live call, prospects can see the product in action and understand how it works—in their own unique context. 

For example, imagine a prospect’s skepticism about whether your software integrates seamlessly with their current tools. By using screen sharing to walk them through a real-time configuration, you can show them exactly how the process works, removing any uncertainty. 

2. Personalization and Co-Creation 

Custom-tailored experiences help build trust. Screen sharing allows salespeople to personalize demos in real-time, discover the client’s problems and focus on solutions to them, and incorporate client input while watching. 

For instance, a salesperson might adjust the display of a dashboard based on the client’s specific data preferences, or create different configurations during the session to align with their goals. 

3. Humanizing the Interaction 

While screen sharing delivers valuable visual aids, pairing it with video can make remote sales feel more “human.” 

Visuals matter—not just for the product, but for the person selling it. Seeing the face of the salesperson enhances the connection, making them approachable and relatable. 

Instead of passive listening, prospects become active participants. This interactive dynamic cultivates a collaborative and engaging environment, rather than the all-too-common monotony of a slide deck presentation. 

While you don’t have the subtle cues of body language when you’re in a remote sales setting, with a tool like CrankWheel you can still have an indication of whether your prospect’s interest is drifting off, as you’ll get feedback on where they are focusing on your screen share, and you will know if and when they temporarily exit the screenshare to do other things on their computer or phone, and can try to re-engage their attention.

4. Providing Immediate Solutions to Client Pain Points 

For prospects with pressing challenges, it allows sales teams to demonstrate immediate solutions live, rather than merely suggesting possibilities for the future. 

Consider a scenario where a sales team uses CrankWheel to showcase a live walk through tailored to a client’s urgent operational hurdle. Real-time demonstrations create confidence, proving that the product can deliver results. 

5. Enhancing Transparency with Recorded Sessions 

The transparency doesn’t have to end when the call does. Sharing a recording of the demo provides the prospect with a reviewable resource, ensuring nothing is lost or unclear after the session. 

This unaltered record further cements credibility—reinforcing the idea that your organization has nothing to hide. 

Best Practices for Screen Sharing Success 

1. Set Expectations Clearly

Always let prospects know what you’ll cover, and encourage them to share their concerns or ask questions throughout. Knowing what’s coming makes clients more relaxed and open. 

2. Keep It Conversational 

Screen sharing is a tool to facilitate dialogue, not dominate the call. Encourage two-way conversations, rather than pushing through a scripted monologue. 

3. Be Ready to Improvise 

Sales interactions are rarely one-size-fits-all. Improvise and adapt based on the prospect’s reactions and input during the demo to show you’re listening and can meet their needs in real time. Discover their most urgent problems, and focus on how your product or service can help them solve those problems.

4. Follow Up with Personalized Recaps 

Send a follow-up email summarizing key points discussed during the demo. Include a recording of the session and actionable next steps. Prospects will appreciate the thoughtfulness and attention to detail this demonstrates. 

Lessons Learned as the CEO of CrankWheel 

When we first launched CrankWheel, we assumed that simply having a great product was enough to build trust. But we quickly learned that technology alone isn’t the answer—how you use it is what makes all the difference. 

Implementing screen sharing as an interactive tool, rather than just an explanatory one, transformed our remote sales results. By humanizing interactions and emphasizing transparency, we saw client engagement rates climb and new deals close faster. 

Key takeaway? 

“Technology doesn’t inherently build trust. People build trust by using technology to foster openness, personalization, and genuine connection.” 

Build Trust—And Close Deals—with CrankWheel 

Building trust in remote sales might seem daunting, but tools like screen sharing allow you to create transparent, engaging, and personalized interactions that solve client problems in real time. 

Trust is earned, not given—and screen sharing is one of the most effective ways to achieve it. 

If you’re ready to equip your team to foster better connections and close more deals, explore CrankWheel’s screen sharing solution today. 

Set your team up for trust and success in a remote-first world — try CrankWheel for free.