Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely
£10.60
“Virtual Selling more than fulfills my high expectations. It is research-based, sound, practical, and nuanced. Another example of why the team at RAIN Group are the leading thinkers in the world of sales strategy and training.” —Charles H. Green, Author, The Trusted Advisor
From bestselling authors of Rainmaking Conversations and Insight Selling.
Do you want to connect with buyers and win more sales in the new world of virtual selling?
Do you want to learn how to develop strong relationships with buyers virtually, lead masterful virtual sales conversations, and become a top performing seller in this new environment?
Recent world events have flipped sales on its head and driven unprecedented levels of virtual interaction. As a result, sellers are faced with more challenges than ever before.
You can’t sell the same way you did pre-2020. If you do, you won’t achieve the same results. You need to adapt. Pivot. And change almost everything you did previously. If you want to thrive in sales today, it will require that you transition to the new world of selling remotely…take the “new norm” by storm.
Change isn’t easy.
Whether you’ve been in sales for years or you’re just starting out, learning how to sell virtually can feel intimidating.
From the best-selling authors of Rainmaking Conversations and Insight Selling, this book helps sellers to navigate these uncharted waters.
With practical advice, virtual selling techniques you can apply immediately, and the latest groundbreaking research, Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely will take you step-by-step through everything you need to do from mastering the medium to sharpening your virtual selling skills. You will discover how to overcome virtual selling challenges and reach your sales goals without face-to-face meetings.
You will learn:
- The #1 thing virtual sellers needs to focus on to achieve higher win rates
- 4 key areas of virtual selling that, when mastered, will differentiate you from the competition
- How consultative selling has changed and how sellers must adapt
- 4 principles of rapport and 20 questions for building rapport online
- How to run the most effective virtual sales meetings
- Virtual selling best practices for mastering the medium, including meeting mechanics, setup, and technology
- How to uncover aspirations and afflictions and lead a virtual needs discovery
- 17 common business factors affecting financial impact and how to build a strong ROI case
- 5 keys to delivering a powerful convincing story online
- How to collaborate with buyers online and virtual meeting tools you can leverage
- Keys to growing existing accounts with virtual value labs
- 9 Habits of Extreme Productivity to overcome distractions and boost your sales productivity
- How to deliver powerful virtual sales presentations
- Surprising research on what factors most influence buyers’ decisions and how virtual sellers stack up
- How to capture buyer attention and maintain high levels of engagement throughout virtual sales meetings
Plus, gain access to exclusive guides, checklists, templates, and more to help you succeed in today’s new sales environment.
Read more
Additional information
| Publisher | 35 Group Press (17 July 2020) |
|---|---|
| Language | English |
| Paperback | 270 pages |
| ISBN-10 | 1734883901 |
| ISBN-13 | 978-1734883909 |
| Dimensions | 15.24 x 1.55 x 22.86 cm |
by Wayne Atherton
A very informative read on how to adapt to the new world of virtual selling. Some great takeaway material that accompanies this book which help execute on the topic/subject being discussed.
by Bob Apollo
There have always been significant behavioural differences between the most effective B2B salespeople and the rest, and the irreversible trend to an increasingly virtual selling environment is only widening the resulting performance gap. The authors offer a thoroughly practical, evidence-based approach to creating customer value, achieving positive outcomes and winning complex B2B sales remotely.
by Christopher Rycroft
It’s amazing how many sales organisations out there think that the only difference with Virtual selling is simply using a Video platform rather than seeing the person face to face. Nothing could be further from the truth and this book not only proves that but has highly relevant and practical advice that is backed up with extensive research.
This is not a ” let’s jump on the Virtual Selling bandwagon” book that is full of fluff and taking 76 pages to explain itself. ( I have a boatload of those in my Sales library- having been in Sales for more than 30 years) I was surprised at the real depth in this book along with each chapter having “How to’s” that one could actually use the book as a valuable tool.
I’ve already successfully adopted some of the techniques and I haven’t even finished the whole book yet!
Don’t be put off by the low price ( I think it’s their way of “giving back”) this truly is a great book and complements their first book on Rainmaking Conversations.