Virtual Selling : A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast.
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| Main Author: | |
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| Format: | eBook |
| Language: | English |
| Published: |
Newark :
John Wiley & Sons, Incorporated,
2020.
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| Subjects: | |
| Online Access: | Full text (Emerson users only) |
Table of Contents:
- Intro
- Table of Contents
- Foreword
- Virtually Yours ...
- PART I: Foundation
- 1 And, Just Like That, Everything Changed
- Technology Meets the Moment
- The Purpose of This Book
- Note
- 2 Is Face-to-Face Selling Dead?
- Probability versus Ideology
- Virtual Is NOT the Same as Face-to-Face
- Notes
- 3 Necessity Is the Mother of Virtual Selling
- Everything Works-Blending Works Best
- Will Customers and Prospects Accept Virtual Selling?
- 4 Virtual Selling Definition and Channels
- Human-to-Human
- Sales Communication Approaches
- 5 The Asynchronous Salesperson
- A Robot Can Do Your Job-If You Are Not Doing Your Job
- Talk with People
- 6 Blending
- Map Your Sales Process to Communication Channels
- PART II: Emotional Discipline
- 7 The Four Levels of Sales Intelligence
- Innate Intelligence (IQ)
- Acquired Intelligence (AQ)
- Technological Intelligence (TQ)
- Emotional Intelligence (EQ)
- 8 Emotions Matter
- People Buy You
- Note
- 9 Relaxed, Assertive Confidence
- 10 Deep Vulnerability
- Vulnerability
- Developing Emotional Self-Control
- There Are Only Three Things You Control
- Self-Awareness
- Obstacle Immunity
- PART III: Video Sales Calls
- 11 Video Calls-The Closest Thing to Being There
- Video Is Underutilized by Sales Professionals
- Notes
- 12 Blending Video Calls into the Sales and Account Management Process
- Initial Meetings
- Discovery
- Presentations
- Demos
- Closing and Negotiating
- Account Management
- 13 Brain Games
- Video Calls and the Problem with Cognitive Load
- You Are Always on Stage: Neutralizing Cognitive Biases
- Notes
- 14 Seven Technical Elements of Highly Effective Video Sales Calls
- Audio
- Lighting
- Framing
- Camera
- Backdrop
- Internet Connection
- Platform and Tech Stack
- Invest in Your Set
- 15 Five Human Elements of Highly Effective Video Sales Calls
- Body Language
- Attention Control
- Listen
- Be Video Ready
- Video Sales Call Calendar Invitation
- Notes
- 16 Virtual Presentations and Demos
- Keep It Visual
- Show Your Face
- Be Relevant
- Be Brief
- Use Structure and Practice
- Be Interactive
- Beware of Red Herrings
- Avoid Chasing Red Herrings
- Virtual Demos
- Notes
- 17 Be Video Ready
- Be Prepared for Anything
- Video Sales Call Checklist
- Notes
- 18 Video Messaging
- Video Messaging Is No Joke
- Tapping into the Law of Reciprocity
- Video Messaging Is Versatile
- Shooting Video Messages Is Wickedly Easy
- Sending Video Messages
- Crafting Compelling Personalized Video Messages
- Four-Step Video Prospecting Message Framework
- Notes
- PART IV: Telephone
- 19 Pick Up the Damn Phone
- The Workhorse of Virtual Selling
- When in Doubt, Pick Up the Phone
- Closing Transactional and Short-Cycle Sales
- Account Management
- Qualifying and Discovery
- Outbound Prospecting
- Notes
- 20 Telephone Prospecting
- Nobody Answers a Phone That Doesn't Ring
- Nobody Likes It