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Virtual Selling Skills

ASLAN Training & Development
Training overview
Corporate / Group Training
2 days
Start dates
Online
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Worldwide
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Course description

Virtual Selling Skills

Are your reps struggling to get meetings and fill their pipeline? Virtual Selling is unique and it takes a unique approach. We started in Inside Sales and our nearly 25 years of experience may help you navigate the pitfalls of this transition.

This brand new 5 module course will help those transitioning from field sales to remote selling through ASLAN’s proven methods formulated since 1996.  Your team will learn to leverage technology to engage decision makers and move them through discovery to build value Virtually!

COVID-19 Update

In light of COVID-19, this provider is now delivering some or all of their courses online. Contact them for more information!

Training content

YOUR ROLE: BECOMING A TRUSTED PARTNER

  • Clarifying your role in time of crisis
  • Learning to navigate the number one barrier to becoming a Trust Partner
  • The characteristics of a Trusted Partner

ENGAGE: HOW TO GET MORE MEETINGS

  • The Rules of Engagement - key principles to engaging customers virtually
  • Identifying the decision-making team (navigating the political landscape) 
  • Positioning the call – why meet virtually? 
  • Selling via Email

DISCOVER: HOW TO DISCOVER THE TRUTH

  • Discovery framework – effective road map for leading a virtual discovery meeting (changes in buying patterns, drivers & process)
  • Learning the importance of & reading non-verbal communication
  • Expanding the question allowance – questioning skills required to uncover unfiltered truth

BUILD VALUE: HOW TO DELIVER A VIRTUAL PRESENTATION

  • Setting the stage for an effective presentation (time required, who attends, prep)
  • Reading and adjusting to communication/buying styles
  • Tips for building and delivering an effective presentation cadence, amount of information, eliciting feedback, template design, managing screens, creative ways to create interaction (e.g., polling)
  • How to advance the opportunity 

THE TOOLS TO MANAGING A VIRTUAL MEETING

  • Understand the tools needed to create a strong “online brand” for yourself and how it can be a differentiator.
  • Leverage your tools to lead your virtual sales meetings in a way that enhances the decision-makers attention and creates meaningful engagement.
  • Implement key elements in setting up and managing virtual meetings to minimize the risks of technology problems that can delay the sales process.

Why choose ASLAN Training & Development?

20+ years in sales training and development

At work in 30+ countries across the globe

Hundreds of client success stories

About ASLAN Training & Development

ASLAN Training & Development: Bridging the Gap in Sales Force Execution

Since 1996, ASLAN Training & Development has been at work in over 30 countries to bridge the gap in sales force execution. They differentiate themselves from typical sales training workshops with their "results-based competency" solutions, Other-Centered® philosophy, and expertise. Each of their...


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Contact info

ASLAN Training & Development

375 Northridge Rd Suite 485
30350 Atlanta GA

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www.aslantraining.com

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