Description

Who Should Attend?

Sales staff who now have to adapt their sales process to a more virtual world, who use virtual tools to sell products or services directly to external customers, and who need to improve, develop and adapt their selling techniques.

About The Program

Effective salespeople are fundamental to any organization. In an increasingly local and global competitive market, organizations have now realised they must adopt a proactive approach to increase sales and retain more of their customers. The current business environment has changed and shifted to a more virtual process, so it is fundamental the sales team understand how to adapt their approach to compete in this new world and increase their organization’s long-term business capability.

This course outlines the sales process and focuses on how sales teams need to move from selling face-to-face, to effectively build rapport using digital tools.

Course Objectives

• A clear understanding of the key skills of virtual etiquette and communication – both through telephone and video call
• Enhancing communication skills to be effective without physical face to face communication
• Setting up the right environment for video sales calls and demonstrations
• Delegates will understand and be able to apply the seven steps of selling
• Identify impactful ways to ensure lead generation is maximized with techniques to secure meetings and build rapport through e-mail and telephone connections
• Using verbal communication techniques and skills to determine your customers’ needs and expectations
• Applying the correct sequence to the sale, using powerful verbal skills
• Identifying the most common objections, and exploring ways to overcome them

Program Content

DAY ONE  – Module 1

• Introduction To Selling Virtually
  > Virtual Selling Challenges
  > The New Norm Mindset
• Virtual Communication
  > Technical Set-Up
  > Physical / Etiquette
• Virtual Sales Call
  > Virtual Prospecting
  > Pipeline Evaluation
  > Data-Driven Conversations
  > Solving Before Selling
  > Call Objectives And Expectations
  > The Sales Call Game Plan

DAY TWO  – Module 2

• Virtual Engagement
  > Value From The First Minute
  > Managing The Log-In Tune-Out Challenge
  > Neutralising Cognitive Biases
  > Rapport Through Distraction
  > Attention Control
• Virtual Closing
  > Mastering The Because Statements
  > Intentional Questions
  > Trial Closing
• Post Call Actions
  > Follow-Up Plan
  > Unpacking The Call