1300 784 233
Category:
Sales training designed to help you distinguish yourself from the competition, show up with confidence, build credibility, and develop influence.

Virtual Selling

What has traditionally been seen as an in-person, relationship-based part of business is shifted to virtual mediums. Sales leaders are acknowledging that their salespeople are ill prepared for the unique challenges of virtual selling.
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1300 784 233

Course Format:

Virtual

Designed For:

Sales ManagersSales ProfessionalsAnyone who needs to build customer relationships

Enhancing Customer Engagement and Influence in Virtual Communication.

Are your salespeople prepared for selling in the virtual world?

What has traditionally been seen as an in-person, relationship-based part of business is shifted to virtual mediums. Sales leaders are acknowledging that their salespeople are ill prepared for the unique challenges of virtual selling. Mastering web conferencing platforms are necessary but not enough. Salespeople need to gain expertise for more ways to virtually build, maintain and influence new and existing relationships to replace in person interactions.

Virtual Selling offers a comprehensive series of virtual instructor led training (VILT) experiences to close the skill gaps and enhance sales results in this new world.

Program Modules

Supported by facilitator feedback and coaching, participants learn skills based on actor training to “own” how they show up in different situations.

#1 Virtual Presence Essentials

(2 hour virtual instructor led session)
After completing this module, participants will be able to:

  • Engage remote audiences more effectively using a variety of tools and frameworks.
  • Have a stronger, more expressive vocal presence during virtual interactions.
  • Make virtual communications more concise, clear and aligned with their intentions.

#2 Developing and Delivering Your Value Proposition

(2 hour virtual instructor led session)
After completing this module, participants will be able to:

  • Articulate the unique value they bring to their client.
  • Influence and communicate successfully with senior-level clients.

#3 Opening and Concluding Virtual Client Meetings

(60 minute virtual instructor led session)

After completing this module, participants will be able to:

  • Open client meetings in a way that engages the client and prepares them for the conversation to come.
  • Close meetings in a way that builds clarity and momentum to take action and next steps.

#4 Questioning and Listening for Client Needs

(2 hour virtual instructor led session)

After completing this module, participants will be able to:

  • Build relationships by being effective listeners who demonstrate empathy and find common ground.
  • Identify needs that are obvious, implied and unconscious needs in the mind of the client
  • Categorise needs as organisational, job related and personal

#5 Handle Client Objections

(90 minute virtual instructor led session)

After completing this module, participants will be able to:

  • Use a five step process that helps a salesperson deal with situations when a client is defensive, aggressive or passive.
  • Earn the right to move the sales process forward.

#6 Using Storytelling to Engage Clients

(2 hour minute virtual instructor led session)

After completing this module, participants will be able to develop and tell stories as a powerful tool for engagement and connections that influences action

#7 Creating Powerful Virtual Presentations & Reaching Closure

(2 hour minute virtual instructor led session)

After completing this module, participants will be able to:

  • Develop and tell stories as a powerful tool for engagement and connections that influences action
  • Gain the client’s commitment to a salespersons recommendations and finalise the deal

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