Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast

Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast – Ebook Instant Download/Delivery ISBN(s): 9781119742791,111974279X

Product details:

• ISBN 10:111974279X
• ISBN 13: 9781119742791
• Author: Jeb Blount

A global pandemic. Panic. Social distancing. Working from home.

In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling.

To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers.

Overnight, virtual selling became the new normal. Now, it is here to stay.

Virtual selling can be challenging. It’s more difficult to make human to human connections. It’s natural to feel intimidated by technology and digital tools. Few of us haven’t felt the wave of insecurity the instant a video camera is pointed in our direction.

Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle.

Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You’ll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles.

Table contents:

Part I Foundation

Chapter 1 And, Just Like That, Everything Changed

Chapter 2 Is Face-to-Face Selling Dead?

Chapter 3 Necessity is the Mother of Virtual Selling

Chapter 4 Virtual Selling Definition and Channels

Chapter 5 The Asynchronous Salesperson

Chapter 6 Blending

Part II Emotional Discipline

Chapter 7 The Four Levels of Sales Intelligence

Chapter 8 Emotions Matter

Chapter 9 Relaxed, Assertive Confidence

Chapter 10 Deep Vulnerability

Part III Video Sales Calls

Chapter 11 Video Calls—The Closest Thing to Being There

Chapter 12 Blending Video Calls into the Sales and Account Management Process

Chapter 13 Brain Games

Chapter 14 Seven Technical Elements of Highly Effective Video Sales Calls

Chapter 15 Five Human Elements of Highly Effective Video Sales Calls

Chapter 16 Virtual Presentations and Demos

Chapter 17 Be Video Ready

Chapter 18 Video Messaging

Part IV Telephone

Chapter 19 Pick Up the Damn Phone

Chapter 20 Telephone Prospecting

Chapter 21 Five-Step Telephone Prospecting Framework

Chapter 22 Developing Effective Because Statements

Chapter 23 Getting Past Telephone Prospecting Objections

Chapter 24 Leaving Effective Voicemail Messages

Part V Texting, Email, Direct Messaging, and Chat

Chapter 25 Blending Text Messaging into Account Management and Down-Pipeline Communication

Chapter 26 Text Messaging for Prospecting

Chapter 27 Email Essentials

Chapter 28 Four Cardinal Rules of Email Prospecting

Chapter 29 Four-Step Email Prospecting Framework

Chapter 30 Direct Messaging

Chapter 31 Live Website Chat

Part VI Social Media

Chapter 32 Social Media is an Essential Foundation for Virtual Selling

Chapter 33 The Law of Familiarity and the Five Cs of Social Selling

Chapter 34 Personal Branding

Part VII Virtual Selling is Still Selling

Chapter 35 The Truth about Jedi Mind Tricks

Chapter 36 Selling Invisible Trucks

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