Upcoming Event 21st March: The Executive Presence Masterclass
  • Sales Skills

    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.

Course Format:

Virtual

Designed For:

Sales ManagersSales ProfessionalsAnyone who needs to build customer relationships

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.

Learning Objectives

Virtual Selling links the best practices from actor training, selling skills, and virtual communication with specific, actionable business behaviours to develop salespeople to be at their best in virtual communication interactions. Participants will learn:

  • Articulate the specific unique value they bring to their client.
  • How to open and conclude virtual customer meetings as a high leverage activity
  • Demonstrate greater virtual presence by having a stronger, more expressive vocal and webcam presence during virtual interactions.
  • Engage clients more effectively using a variety of tools and frameworks
  • Articulate the unique value they bring to their client relationship – their value proposition.
  • How to analyse a client situation through powerful use of questions and listening skills.
  • How to develop and tell stories as a powerful tool for engagement and connections that influences action
  • Present their ideas in a compelling way through virtual presentation skills that delivers a compelling close.

Program Outcomes

Virtual Selling will enable your salespeople to:

  • Engage remote audiences more effectively using a variety of tools and frameworks.
  • Articulate the unique value they bring to their client.
  • 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.
  • Identify needs that are obvious, implied and unconscious needs in the mind of the client
  • Use a five-step process that helps a salesperson deal with situations when a client is defensive, aggressive or passive.
  • 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