PublishedWiley, November 2020 |
ISBN9781119742715 |
FormatHardcover, 400 pages |
Dimensions21.8cm × 15cm × 3.6cm |
And just like that, everything changed . . .
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.
Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you:
How to leverage human psychology to gain more influence on video calls
The seven technical elements of impactful video sales calls
The five human elements of highly effective video sales calls
How to overcome your fear of the camera and always be video ready
How to deliver engaging and impactful virtual demos and presentations
Powerful video messaging strategies for engaging hard to reach stakeholders
The Four-Step Video Prospecting Framework
The Five-Step Telephone Prospecting Framework
The LDA Method for handling telephone prospecting objections
Advanced email prospecting strategies and frameworks
How to leverage text messaging for prospecting and down pipeline communication
The law of familiarity and how it takes the friction out of virtual selling
The 5C's of Social Selling
Why it is imperative to become proficient with reactive and proactive chat
Strategies for direct messaging - the "Swiss Army Knife" of virtual selling
How to leverage a blended virtual/physical selling approach to close deals faster
As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar.
Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients-a who's who of the world's most prestigious organizations-right into your hands.
