Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast (Jeb Blount) - Hardcover

Blount, Jeb

Hardcover

ISBN 10: 1119742714 ISBN 13: 9781119742715

Publisher: Wiley, 2020

Synopsis

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:

• How to leverage human psychology to gain more influence on video calls
• The seven technical elements of impactful video sales calls
• The five human elements of highly effective video sales calls
• How to overcome your fear of the camera and always be video ready
• How to deliver engaging and impactful virtual demos and presentations
• Powerful video messaging strategies for engaging hard to reach stakeholders
• The Four-Step Video Prospecting Framework
• The Five-Step Telephone Prospecting Framework
• The LDA Method for handling telephone prospecting objections
• Advanced email prospecting strategies and frameworks
• How to leverage text messaging for prospecting and down pipeline communication
• The law of familiarity and how it takes the friction out of virtual selling 
• The 5C's of Social Selling
• Why it is imperative to become proficient with reactive and proactive chat
• Strategies for direct messaging – the "Swiss Army Knife" of virtual selling
• 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.

About this title

About the 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.

From the Back Cover

AND, JUST LIKE THAT, EVERYTHING CHANGED...

A global pandemic. Panic. Social distancing. In a heartbeat, to remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Virtual selling became the new normal.

Now, it is here to stay.

In Virtual Selling, you'll learn a complete system to:

• Gain confidence with video, phone, text, live chat, social media, and direct messaging
• Leverage virtual selling to accelerate the speed of sales and increase productivity
• Master virtual selling techniques that allow you to separate from your competitors
• Make virtual selling more human

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.

"I promise you that Virtual Selling is GOLD. New gold. Unmined gold that every sales organization and salesperson is looking for to gain a leadership position and a competitive advantage in the mind, the pocketbook, and the loyalty of your customer―the only places it matters."
―JEFFREY GITOMER, author of The Little Red Book of Selling

From the Inside Flap

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:

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

Mastering these techniques will instantly separate you from competitors and give you a distinct, competitive edge. 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.

Edition details

• Publisher: Wiley
• Publication date: 2020
• Language: English
• ISBN 10: 1119742714
• ISBN 13: 9781119742715
• Binding: Hardcover
• Edition number: 1
• Number of pages: 400