Virtual Selling Skills

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.