Virtual Selling


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 four times and runs every other Wednesday from 11 am to 2 pm ET starting on March 24, 2021. Additionally, each participant will receive a personalized assessment to assist with goal setting and improved performance.
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
- Reviewing Sales Person Assessments
Scheduled Sessions
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: