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

  • 4h 46m
  • Jeb Blount
  • John Wiley & Sons (US)
  • 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, 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.

About the Author

JEB BLOUNT is an acclaimed thought leader on sales, leadership, and customer experience―affectionately called the "hardest working man in sales." He is an international bestselling author of twelve books, including Fanatical Prospecting, Sales EQ, Objections, and Inked. Through his global training organization Sales Gravy, Jeb and his team help companies of all sizes accelerate sales productivity and revenue growth fast.

In this Book

  • Foreword
  • And, Just like That, Everything Changed
  • Is Face-to-Face Selling Dead?
  • Necessity is the Mother of Virtual Selling
  • Virtual Selling Definition and Channels
  • The Asynchronous Salesperson
  • Blending
  • The Four Levels of Sales Intelligence
  • Emotions Matter
  • Relaxed, Assertive Confidence
  • Deep Vulnerability
  • Video Calls—The Closest Thing to Being There
  • Blending Video Calls into the Sales and Account Management Process
  • Brain Games
  • Seven Technical Elements of Highly Effective Video Sales Calls
  • Five Human Elements of Highly Effective Video Sales Calls
  • Virtual Presentations and Demos
  • Be Video Ready
  • Video Messaging
  • Pick up the Damn Phone
  • Telephone Prospecting
  • Five-Step Telephone Prospecting Framework
  • Developing Effective Because Statements
  • Getting past Telephone Prospecting Objections
  • Leaving Effective Voicemail Messages
  • Blending Text Messaging into Account Management and Down-Pipeline Communication
  • Text Messaging for Prospecting
  • Email Essentials
  • Four Cardinal Rules of Email Prospecting
  • Four-Step Email Prospecting Framework
  • Direct Messaging
  • Live Website Chat
  • Social Media is an Essential Foundation for Virtual Selling
  • The Law of Familiarity and the Five Cs of Social Selling
  • Personal Branding
  • The Truth about Jedi Mind Tricks
  • Selling Invisible Trucks
  • Notes
  • Training, Workshops, and Speaking