9781119742715

Virtual Selling

Hardback by Jeb Blount

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.

Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you:

  1. How to leverage human psychology to gain more influence on video calls
  2. The seven technical elements of impactful video sales calls
  3. The five human elements of highly effective video sales calls
  4. How to overcome your fear of the camera and always be video ready
  5. How to deliver engaging and impactful virtual demos and presentations
  6. Powerful video messaging strategies for engaging hard to reach stakeholders
  7. The Four-Step Video Prospecting Framework
  8. The Five-Step Telephone Prospecting Framework
  9. The LDA Method for handling telephone prospecting objections
  10. Advanced email prospecting strategies and frameworks
  11. How to leverage text messaging for prospecting and down pipeline communication
  12. The law of familiarity and how it takes the friction out of virtual selling 
  13. The 5C's of Social Selling
  14. Why it is imperative to become proficient with reactive and proactive chat
  15. Strategies for direct messaging – the "Swiss Army Knife" of virtual selling
  16. How to leverage a blended virtual/physical selling approach to close deals faster

As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar.

Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.

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PRODUCT DETAILS

Format: Hardback, 400 pages Language: English
Dimension: 150 x 36 x 218mm ISBN10: 1119742714
Weight: 544g ISBN13: 9781119742715
Publication Date: 13 Jul 2020 Publisher: Wiley

ABOUT 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.

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  • 2. To be eligible for a return or refund, you must make a request within 3 days of your order’s arrival as well as your order being in an unused condition.

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