Virtual Selling

The world of sales as we know it has changed forever. Today, sellers are meeting with buyers and closing deals virtually almost as often as they're doing so face-to-face.

This self-paced online sales training course will help you adapt to this new world of selling and turn virtual challenges into opportunities.

From mastering technology and understanding the nuances in virtual sales conversations to connecting and collaborating with buyers, you'll learn how to succeed when selling virtually.

Module 1: Managing Exceptional Virtual Sales Meetings

Learn what drives virtual buyer purchase behavior, how to utilize virtual tools and technology to capture attention and maintain engagement, and how to manage meetings to achieve the best outcomes. This module includes the following lessons:

The Engagement Threshold
Virtual Meetings Are Different
Getting an Almost Unfair Head Start with Needs Discovery Before the Meeting
Tips for Virtual Needs Discovery Success
Leading Larger Group Meetings Versus One-on-One Meetings
Virtual Selling Checklist Walkthrough
Sales Conversation Planner Walkthrough
Assignment: Take the Lead

Module 2: Setting Your Virtual Selling Stage for Success

From lighting to video and sound quality, learn how to set up your virtual environment to project an impressive professional image online. This module includes the following lessons:

Professional Presentation for Video Calls
Virtual Staging: 10 Ideas for Technological Mastery
9 Technology Ideas to Make Virtual Selling More Successful
Assignment: Update Your Virtual Meeting Setup

Module 3: Engaging Buyers Virtually with Graphics

Graphics and visuals stimulate interactive discussion, aid in engagement, and help you showcase your expertise and influence buyers. This module includes the following lessons:

The Power of Visuals in Sales
4 Power Sales Graphics
How to Screen Annotate When Selling: The Technology
How to Annotate Visuals: Uses and Examples
Sales Screen Annotation Made Easy
Delivering a Word-Heavy Graphic
Assignment: Prepare to Engage Buyers Virtually with Graphics

Module 4: Mastering Virtual Collaboration with Buyers

Collaboration is a key to successful virtual selling. Learn virtual collaboration tools and techniques to deepen buyer engagement, increase perceived value, and win more sales. This module includes the following lessons:

Developing a Collaboration Mindset
Understanding Collaboration and Why It Works
4 Stages of Structured Problem Solving
Demonstration: ROI Case Development Collaboration
Collaboration by Email
Collaborating with Common Technologies
Assignment: Prepare to Collaborate

Module 5: Deepening and Strengthening Relationships Virtually

Learn strategies to build rapport virtually, identify key relationships to strengthen, and build a virtual relationship development plan. This module includes the following lessons:

Understanding Virtual Rapport and Relationship Development
Building Virtual Rapport with EASE
Building Rapport: It's Not Just Personal
How Buyers View Relationship Strength
Manufacturing Serendipity to Build Relationships and Drive Opportunity
6 Ideas for Building Rapport Virtually
How Rapport Leads to Trust
Assignment: Make a List of Relationships to Strengthen

Module 6: Becoming Powerfully Persuasive Virtually

Whether you're selling in person or virtually, you need to influence and persuade buyers to drive this change. Influence buyer decisions and make the most compelling case for change. This module includes the following lessons:

11 Principles of Influence in Sales
Ideas for Increasing Your Virtual Persuasiveness
Making the Case for Change Virtually: The Buyer Change Blueprint
Assignment: Prepare Your Buyer Change Blueprint

Module 7: Amplifying Your Reputation

When you are a person of interest, buyers want to meet, respect your opinion, and take your advice. Explore virtual tools and techniques to showcase your value, connectedness, and expertise. This module includes the following lessons:

Becoming a Person of Interest, Virtually
4 Core LinkedIn Activities
LinkedIn Sales Profile Dos and Don'ts
Connecting and Joining On LinkedIn
Strengthening Relationships on LinkedIn
15-Day LinkedIn Challenge
David Hennessey and the Hennessey Report
Assignment: Update Your LinkedIn Profile
Assignment: Take the 15-Day LinkedIn Challenge

Module 8: Selling with Video

Selling with video is a powerful way to save time, build rapport, and accelerate deals. Make a lasting impression through the strategic use of video. This module includes the following lessons:

Video Selling: Making Stronger Connections with Video
The 5 Pillars of Selling with Video
Top 5 Benefits of Video for Sales
Types of Sales Videos
How to Create a Great Sales Video
Tips for How to Be Comfortable on Screen
Using Video to Help Your Sales Emails Get Noticed
Personalized Video—Everything You Need to Know
Assignment: Selling with Video

“

The content was excellent, but what was even more interesting to me was the preparation, production, delivery, and the various "instruments" of engagement and convincing that were used.

Andreas Trianta, CVS, Performance Technologies

“

I can confidently say that this program is the most valuable, highest-quality resource out there. It jump-started my business development effectiveness by helping me identify how I provide value.

Andy Schneit, Consultant, a National Consulting Firm

What's the cost?

Typical sales training programs cost thousands of dollars, require travel, and often teach you strategies that simply don’t work in the world of selling today.

Tuition for Virtual Selling is $199/month. You’ll be making an important investment in your career to achieve breakthroughs in your sales success. You’ll make this investment back many times over in just your first sale.

Please note that the program is a monthly recurring subscription. Once enrolled, your credit card will be billed automatically every 30 days until you notify us to cancel.

How do I know if this program is for me?

Get insights into where you can improve your sales skills with our complimentary self-assessment. You’ll see how you stack up to top performers across:

Ability to drive value
Prospecting
Driving and discovering needs
Solution crafting
Presenting
Winning
Advanced consultative selling skills
Influencing buyer thinking around needs and solutions

Once you’ve pinpointed your biggest gaps, return here to select the program that fits your needs.

Assess your sales skills now east

Lead the most successful virtual sales meetings.

What Will I Learn?

What Participants Are Saying

What Does Membership Include?

Robust Curriculum

Assignments & Resources

Knowledge Checks

Flexible Learning

Certification

Research-Backed

FAQs

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