Virtual Selling Skills is the definitive master class on leveraging video-based technology and virtual communication to engage remote buyers.
Virtual selling is today’s reality and the future of selling. Blending virtual selling skills into your current sales process is powerful. It makes your sellers instantly more productive. They’ll engage more buyers in less time and at a lower cost, shortening the sales cycle, while delivering a better customer experience.
To remain competitive, sellers must shift the way they engage prospects and customers. They must move faster, be more agile, and gain the competencies to communicate effectively through any virtual channel.
To Remain Relevant and Competitive Sellers Must Shift the Way They Engage Buyers
Virtual Selling Skills is a comprehensive sales training course. It teaches sales professionals how to leverage video-based technology, digital tools, and virtual communication channels (video, phone, email, text, direct messaging, social media) to engage prospects, advance pipeline opportunities, seal the deal, and expand relationships with customers.
The master class spans the business development, sales, and account management processes – Land, Expand, Retain.
Course Modules Include:
Balancing synchronous and asynchronous communication to deliver a better customer experience
The human psychology behind mastering video sales calls
The R.E.A.D. method (Relationship building, Engaging, Advancing, and Decision-making) for responding to and influencing buyers on virtual sales calls
How to leverage a blended virtual/physical selling approach to close deals faster
Leveraging the S.C.O.R.E. framework for effective discovery on virtual sales calls
The seven technical elements of impactful video sales calls
The five human elements of highly effective video sales calls
How to overcome the fear of the camera and always be video-ready
How to deliver engaging and impactful virtual demos and presentations
How to leverage micro-demos to keep opportunities advancing and influence buying decisions
Virtual communication etiquette and principles
Powerful video messaging and prospecting strategies for engaging hard-to-reach stakeholders
Virtual prospecting strategies, sequencing, and messaging
The Four-step Video Prospecting Framework
The Five-step Telephone Prospecting Framework
The LDA Method for handling telephone prospecting objections
The Four-step email prospecting framework
How to leverage text messaging for prospecting and down-pipeline communication
Direct messaging strategies for prospecting and down-pipeline communication
The 5 Cs of Social Selling
How to build familiarity through personal branding and take the friction out of virtual selling
How to increase sales with reactive and proactive chat
How to leverage virtual communication channels and strategies to expand and retain key accounts
Advanced time management strategies for remote sellers
As your sellers progress through the modules, they’ll gain greater and greater confidence in their ability to effectively engage prospects and customers through virtual communication channels.
Whether all or some of your sales calls are virtual, engaging remote buyers can be challenging for your sellers. The brutal truth is that sellers must be better on virtual sales calls than in person. They must be more prepared and demonstrate a higher level of presence and professionalism to keep buyers engaged.
At the conclusion of this course, sellers will gain the competencies to:
Leverage technology, digital sales tools, and virtual communication channels to increase the number of connections they make and accelerate the speed at which they make those connections.
Prospect effectively with video, phone, email, and social media to fill the sales pipeline with qualified opportunities.
Blend virtual selling into your existing sales process to accelerate pipeline velocity and improve productivity.
Conduct effective virtual sales calls – advance opportunities through the pipeline, handle objections, and close sales.
Deliver engaging virtual presentations and demos.
Build deep and lasting relationships with remote buyers and make virtual selling more human.
We recommend delivering this training via an instructor-led virtual classroom experience facilitated by our master sales trainers. The live virtual sessions are supplemented with self-directed video-based learning, individual exercises, discussion groups, and coaching.
The virtual selling course is six to 16 hours of live instruction – depending on the modules you choose for your team. Though we recommend once or twice a week sessions of one to two hours, the course may be delivered in the configuration that makes the most sense for your team.
Sales Gravy is the leader in virtual sales training innovation. Our Virtual Learning Experience™ (VLX) keeps learners engaged and makes knowledge stick:
The training media, educational design, and delivery connect with adult learning preferences and are responsive to multigenerational learning styles. We employ an active learning methodology that blends interactive instruction with experiential learning elements, online learning, and role-playing scenarios to create reference experiences that anchor key concepts and make training stick.
Licensing and Train the Trainer
Should you prefer that your own sales enablement team deliver the training, you may license this program. We will train and certify your trainers and supply all of the course material. Give us a call at 1-844-447-3737 to learn more about our innovative licensing options.
At Sales Gravy, we are known for our ability to shape training around your culture, unique situation, and to speak your sales organization’s language.
This course may be fully customized for your industry, customer base, learner segment, and defined business development, sales, and account management processes. Modules may be grouped, adjusted, expanded, or removed as needed.
Training content assimilated faster
New skills stick
Long-term behavior change
Sales productivity acceleration
Significantly higher return on your training investment
To guide us while working with you and your team, we leverage a proven process – ADIO² – for developing and customizing powerful and engaging training curriculum and content specific to your unique situation.
Why Choose Sales Gravy for Virtual Selling Skills Training