Virtual Selling for Sales Professionals

Introduction

• Transform your virtual sales

1. The Business Case for Virtual

• Why virtual selling is vital
• Find your focus
• Resist the rabbit hole
• Establish virtual presence

2. Structuring Your Sales Call

• Background research that distinguishes your pitch
• Create a pre-call plan

3. How to Build Rapport and Trust Online

• Why building trust is more difficult online
• How to balance empathy and competency

4. Creating Engaging Virtual Meetings

• The power of sales questions
• Incorporate the five senses to increase involvement
• Critical speaking and communication skills
• Putting it all together: The demo phase

5. The Fortune Is in the Follow-Up

• Confirm next steps with your prospect

Conclusion

• Ditch the deck