Virtual Selling: A Quick-Start Guide to Leveraging Video Based Technology to Engage Remote Buyers and Close Deals Fast
- 9h 4m 20s
- Jeb Blount
- Gildan Media
- 2020
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.
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.
In this Audiobook
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Chapter 1 - And, Just Like That, Everything Changed
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Chapter 2 - Is Face-to-Face Selling Dead?
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Chapter 3 - Necessity is the Mother of Virtual Selling
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Chapter 4 - Virtual Selling Definition and Channels
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Chapter 5 - The Asynchronous Salesperson
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Chapter 6 - Blending
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Chapter 7 - The Four Levels of Sales Intelligence
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Chapter 8 - Emotions Matter
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Chapter 9 - Relaxed, Assertive Confidence
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Chapter 10 - Deep Vulnerability
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Chapter 11 - Video Calls—The Closest Thing to Being There
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Chapter 12 - Blending Video Calls into the Sales and Account Management Process
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Chapter 13 - Brain Games
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Chapter 14 - Seven Technical Elements of Highly Effective Video Sales Calls
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Chapter 15 - Five Human Elements of Highly Effective Video Sales Calls
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Chapter 16 - Virtual Presentations and Demos
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Chapter 17 - Be Video Ready
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Chapter 18 - Video Messaging
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Chapter 19 - Pick up the Damn Phone
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Chapter 20 - Telephone Prospecting
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Chapter 21 - Five-Step Telephone Prospecting Framework
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Chapter 22 - Developing Effective Because Statements
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Chapter 23 - Getting Past Telephone Prospecting Objections
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Chapter 24 - Leaving Effective Voicemail Messages
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Chapter 25 - Blending Text Messaging into Account Management and Down-Pipeline Communication
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Chapter 26 - Text Messaging for Prospecting
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Chapter 27 - Email Essentials
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Chapter 28 - Four Cardinal Rules of Email Prospecting
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Chapter 29 - Four-Step Email Prospecting Framework
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Chapter 30 - Direct Messaging
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Chapter 31 - Live Website Chat
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Chapter 32 - Social Media is an Essential Foundation for Virtual Selling
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Chapter 33 - The Law of Familiarity and the Five Cs of Social Selling
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Chapter 34 - Personal Branding
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Chapter 35 - The Truth about Jedi Mind Tricks
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Chapter 36 - Selling Invisible Trucks
