Virtual Selling

Virual Selling
Currie Training Center

Consider that some forms of virtual selling can be continued and others should have been implemented years ago. Consider the forms that will go back to face-to-face selling and the forms that will remain virtual. In this program, you'll learn how to problem solve and increase sales regardless the obstacles.  

This group meets five times and runs every other Wednesday from 11 am to 2 pm ET starting on March 10, 2021.

ALL meetings will have homework and case studies.

Agenda Overview

Meeting One

  • Segmenting
  • Coaching
  • Market share calculations
  • Financial model pieces that are pertinent
  • Productivity model for reps
  • Team selling versus individual selling

Meeting Two

  • Analyzing the buyer’s process: What the customer really wants
  • Industrial equipment buyers (Davos Conference research and Deloitte case study)
  • How do we establish trust with A customers and B customers
  • D accounts
  • Case study: the virtual environment vs. physical environment
  • When do we HAVE to go onsite, and when we don’t need to go onsite
  • Buying group versus individual buyers

Meeting Three

  • Advantages and disadvantages of virtual selling
  • Learning how to do a needs assessment
  • Crafting solutions
  • Solutions
  • Negotiating virtually
  • Persuasion virtually versus face to face: Is it easier to say “no” virtually?
  • Uncover concerns, objections, and limiting beliefs
  • Assumptive close
  • How do we know we are making an emotional connection?

Meeting Four

  • Videos—how to make a video pitch and when to use a video pitch most effectively  
  • Scripting

Meeting Five

  • Goal setting
  • Video assessments
  • Discussion-based Q & A

Scheduled Sessions

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Reserve a Session or Book an Exclusive Seminar for Your Company

Courses are available "On Demand" where you can purchase a private seminar (in-person or virtually) for your company or you can join in an existing "Scheduled" program.

Current offerings for this topic include:

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Attendee from Essential Scriptwriting for Dealerships

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P. Farrell, General Manager, Modern Group

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S. Hennie, V.P. General Manager, Cleveland Division, Hy-Tek Integrated Systems

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C. Stephens, Retail Sales Manager, SM Tire

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Andy Young, President of Air Centers of Florida

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Craig Stephens, President of SM Tire

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Ralph A. Wallace, Trask-Decrow Machinery

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Brian Ledford, ACF Standby Systems – Distributor for Generac Power Systems

"The Currie Management Consultants possess a tremendous amount of knowledge in business finance, world economics, and human behavior. During our affiliation with Currie we have grown to be one of the largest transport refrigeration dealers in the nation — they have played a very important role in this growth. They  helped us break down our business operations into manageable components and set standards for each of them... to consistently track our business performance and to compare our performance to other dealers. Michelle does a great job of providing leadership training that allows me to have a clearer prospective on myself, my customers and my employees. The personal growth I have obtained from my association with Currie has helped me solve many business problems that have arisen during the past 15 years."

Jim Marino, Executive Vice President of Convoy Servicing and Fleet Maintenance Technology

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Jim McCurdy, Owner, Maine Commercial Tire

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Brittany Y., Atlantic Lift Truck