Selling Virtually - A Virtual Learning Programme

Who Would Benefit

This programme has been developed in a response to demand for a positive training solution to help sales teams around the world who are currently struggling to sell to their customers due to business disruption.

Course Description

‘Sellers’ deploy a delicate balance of emotional and personal skills as they connect with ‘buyers’ and there is nothing like being physically present when you are trying to make that connection. For many salespeople being denied the chance to meet customers face-to-face is the worst thing they can imagine because they have learned to rely on all of the visual and emotional cues that can only be experienced if you are ‘present’. This programme will help you to adapt and be equally effective in the virtual selling environment and build the resilience you will need to succeed in spite of business disruption.

CPD Points: 6

Course Category: Virtual Learning Programmes

Can This Course Be ISM Accredited?: Yes

Learning Outcomes

Engage customers with confidence via telephone & WebEx/Zoom or other video calling means
Better handle objections raised by customers seeking to postpone or delay
Use disruption to develop a proactive sales strategy
Make the most of downtime caused by fewer face-to-face meetings
Improve the resilience, mental fortitude & creativity to turn adversity into opportunity

The Programme Includes:

Webinar 1 - Rise To The Challenge

Welcome and introduction
The 70/20/10 principle and self-directed learning
How the world has changed

- What got us here will not keep us here

The Virtual Cell

- 7 Challenges

- Turning a challenge into an opportunity

- Virtual Selling Macro Process (The Wheel)

Effective homeworking

- 5 Productivity Tools

Writing emails that get results

- Attention-Interest-Desire-Action

Exploring and reframing early objections

- PRISM model

Creating pace

- Commitment pathways

Individual Assignment

Learners are asked to list their most common objections and reframe them using the prism model.
Learners build a virtual sales strategy.

Webinar 2 - Engage Your Audience

Review progress from Webinar 1
Virtual Sales Meetings

- Common mistakes and how to avoid them

Knowing your tech

- ‘Owning’ the platform and contingencies

Launching and leading techniques
Structuring the meeting (CAMEO method)
- Capture attention

- Acknowledge/analyse needs

- Message (Deliver your narrative/Power of 3)

- End memorably

- Open up the conversation
Screencraft

- How to impact positively ‘on camera’