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200704s2020 xx o ||| 0 eng d |
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|a EBLCP
|b eng
|c EBLCP
|d K6U
|d OCLCO
|d OCLCF
|d OCLCO
|d OCLCQ
|d OCLCO
|d OCLCQ
|d OCLCL
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|a 9781119742791
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|a 111974279X
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|a (OCoLC)1163160886
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|a HF5438.25
|b .B56 2020eb
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|a 658.85
|2 23
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| 049 |
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|a UAMI
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| 100 |
1 |
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|a Blount, Jeb.
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| 245 |
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|a Virtual Selling
|h [electronic resource] :
|b A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast.
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| 260 |
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|a Newark :
|b John Wiley & Sons, Incorporated,
|c 2020.
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| 300 |
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|a 1 online resource (308 p.)
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| 500 |
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|a Description based upon print version of record.
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|a Intro -- Table of Contents -- Foreword -- Virtually Yours ... -- PART I: Foundation -- 1 And, Just Like That, Everything Changed -- Technology Meets the Moment -- The Purpose of This Book -- Note -- 2 Is Face-to-Face Selling Dead? -- Probability versus Ideology -- Virtual Is NOT the Same as Face-to-Face -- Notes -- 3 Necessity Is the Mother of Virtual Selling -- Everything Works-Blending Works Best -- Will Customers and Prospects Accept Virtual Selling? -- 4 Virtual Selling Definition and Channels -- Human-to-Human -- Sales Communication Approaches -- 5 The Asynchronous Salesperson
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|a A Robot Can Do Your Job-If You Are Not Doing Your Job -- Talk with People -- 6 Blending -- Map Your Sales Process to Communication Channels -- PART II: Emotional Discipline -- 7 The Four Levels of Sales Intelligence -- Innate Intelligence (IQ) -- Acquired Intelligence (AQ) -- Technological Intelligence (TQ) -- Emotional Intelligence (EQ) -- 8 Emotions Matter -- People Buy You -- Note -- 9 Relaxed, Assertive Confidence -- 10 Deep Vulnerability -- Vulnerability -- Developing Emotional Self-Control -- There Are Only Three Things You Control -- Self-Awareness -- Obstacle Immunity
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|a PART III: Video Sales Calls -- 11 Video Calls-The Closest Thing to Being There -- Video Is Underutilized by Sales Professionals -- Notes -- 12 Blending Video Calls into the Sales and Account Management Process -- Initial Meetings -- Discovery -- Presentations -- Demos -- Closing and Negotiating -- Account Management -- 13 Brain Games -- Video Calls and the Problem with Cognitive Load -- You Are Always on Stage: Neutralizing Cognitive Biases -- Notes -- 14 Seven Technical Elements of Highly Effective Video Sales Calls -- Audio -- Lighting -- Framing -- Camera -- Backdrop -- Internet Connection
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|a Platform and Tech Stack -- Invest in Your Set -- 15 Five Human Elements of Highly Effective Video Sales Calls -- Body Language -- Attention Control -- Listen -- Be Video Ready -- Video Sales Call Calendar Invitation -- Notes -- 16 Virtual Presentations and Demos -- Keep It Visual -- Show Your Face -- Be Relevant -- Be Brief -- Use Structure and Practice -- Be Interactive -- Beware of Red Herrings -- Avoid Chasing Red Herrings -- Virtual Demos -- Notes -- 17 Be Video Ready -- Be Prepared for Anything -- Video Sales Call Checklist -- Notes -- 18 Video Messaging -- Video Messaging Is No Joke
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|a Tapping into the Law of Reciprocity -- Video Messaging Is Versatile -- Shooting Video Messages Is Wickedly Easy -- Sending Video Messages -- Crafting Compelling Personalized Video Messages -- Four-Step Video Prospecting Message Framework -- Notes -- PART IV: Telephone -- 19 Pick Up the Damn Phone -- The Workhorse of Virtual Selling -- When in Doubt, Pick Up the Phone -- Closing Transactional and Short-Cycle Sales -- Account Management -- Qualifying and Discovery -- Outbound Prospecting -- Notes -- 20 Telephone Prospecting -- Nobody Answers a Phone That Doesn't Ring -- Nobody Likes It
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| 500 |
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|a Get Over It
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| 590 |
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|a ProQuest Ebook Central
|b Ebook Central Academic Complete
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| 650 |
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|a Selling.
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| 650 |
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|a Sales management
|x Automation.
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| 650 |
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|a Selling
|x Information storage and retrieval systems.
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| 650 |
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|a Vente.
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| 650 |
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|a Ventes
|x Gestion
|x Automatisation.
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| 650 |
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|a selling.
|2 aat
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| 650 |
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|a Sales management
|x Automation
|2 fast
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| 650 |
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7 |
|a Selling
|2 fast
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| 650 |
|
7 |
|a Selling
|x Information storage and retrieval systems
|2 fast
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| 758 |
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|i has work:
|a Virtual selling (Text)
|1 https://id.oclc.org/worldcat/entity/E39PCGM9CyjyPT6xYHQmrgyq73
|4 https://id.oclc.org/worldcat/ontology/hasWork
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| 776 |
0 |
8 |
|i Print version:
|a Blount, Jeb
|t Virtual Selling : A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast
|d Newark : John Wiley & Sons, Incorporated,c2020
|z 9781119742715
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| 856 |
4 |
0 |
|u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=6236176
|z Texto completo
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| 938 |
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|a ProQuest Ebook Central
|b EBLB
|n EBL6236176
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| 994 |
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|a 92
|b IZTAP
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