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The Virtual Sales Handbook A Hands-On Approach to Engaging Customers.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Otros Autores: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Newark :
John Wiley & Sons, Incorporated,
2021.
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| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Cover
- Title Page
- Copyright Page
- Contents
- Preface
- Introduction
- But I already had virtual meetings before Covid-19-what is new?
- Are you saying that the future of sales is fully virtual?
- How comfortable are you in virtual sales meetings?
- Tap into our expertise
- Chapter 1 Navigating the World of Virtual Sales
- A world of change
- Do the benefits of virtual selling outweigh the hassle?
- Benefits for you
- Benefits for your customers
- Benefits for your company
- Benefits for the planet
- Give me the hard facts please!
- Overcoming the barriers
- Chapter 2 Overcoming the Barriers to Virtual Customer Interaction
- The elephant in the virtual meeting room
- Physical barriers
- Social barriers
- Cultural barriers
- Technological barriers
- How to overcome these barriers to virtual success
- How to overcome physical barriers
- How to overcome social barriers
- How to overcome cultural barriers
- How to overcome technological barriers
- Enhance interactions using the virtual world
- Chapter 3 The Hybrid Sales Model
- Virtual sales: An opportunity for improvement
- Multiple decision makers
- Bringing in your busy expert
- How does your role change in a hybrid model?
- A sales meeting is not just a sales meeting
- Exploring the different virtual interactions in the sales process
- Inspiration meetings
- RFP (request for proposal) meeting
- Demo meeting
- Negotiation meeting
- Exploring different virtual interactions with your existing customers
- Business development meeting
- Joint optimisation meeting
- Value capture meeting
- Preparing for your virtual meeting
- Chapter 4 Preparing for an Effective Virtual Sales Meeting
- Why is preparation important for a virtual meeting?
- The static nature of virtual meetings
- The complexity of virtual meetings
- Disengagement in virtual meetings
- The paradox of preparation and improvisation
- The building blocks of virtual meeting preparation
- Defining the objective
- Preparing an agenda
- Activating the audience before the meeting
- A monologue is not a meeting
- Chapter 5 Building Engaging Virtual Sales Meeting Storylines and Presentations
- Creating impact: The key to a successful meeting
- What are the main challenges to creating impact in a virtual sales meeting?
- Body language
- Attention
- PowerPoint is the default
- Memory
- Connect to the participants
- The power of storytelling
- Catch attention
- How to build a strong catch
- Tips and tricks to create a good catch
- Content and conversations
- One big idea
- Use visuals
- Content and conversation
- Create understanding
- Call to action
- Chapter 6 Effective Virtual Customer Engagement
- Why is it important to engage your customers virtually?
- Why is engagement so difficult in a virtual setting?
- Accountability is key
- Engagement by design
- Building energy for effective openers
- Staging for engagement