Virtual Selling A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast.

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Blount, Jeb
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Newark : John Wiley & Sons, Incorporated, 2020.
Temas:
Selling.
Sales management > Automation.
Selling > Information storage and retrieval systems.
Vente.
Ventes > Gestion > Automatisation.
selling.
Sales management > Automation
Selling
Selling > Information storage and retrieval systems
Acceso en línea:Texto completo
Tabla de Contenidos:
  • 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
  • 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
  • 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
  • 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
  • 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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