Mastering Virtual Selling
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| Author | : Tony Jeary |
| Publisher | : Clovercroft Publishing |
| Total Pages | : 208 |
| Release | : 2021-08-17 |
| Genre | : Business & Economics |
| ISBN | : 9781954437111 |
In the blink of an eye, the world as we knew it had changed. A global pandemic turned conference meetings into zoom calls, kitchens into offices, happy hours into virtual ones and turned selling into virtual selling. To remain successful, businesses were forced to pivot and adapt the manner in which they engaged with prospective clients and customers. We have seen how quickly the tides can turn and are settling into "the new normal". There are numerous challenges to face as we adapt to this new remote selling model- difficulty establishing rapport, utilizing digital tools, making genuine connections, technical difficulties, etc. It is natural to feel intimidated or overwhelmed by all these changes but Mastering Virtual Selling is here to help you be the maestro of your own virtual symphony. We're here to tell you that if wielded correctly, your conductor's baton can effectuate sales triumphs better than in-person selling ever could. We will go behind the curtain to break down how to leverage the technology at your disposal, advance pipeline opportunities, and successfully engage more prospects in less time, at lower costs, while reducing the sales cycle. With each new chapter and each new framework, you will gain confidence in your ability to engage virtually in this new world and will be making beautiful music in no time.
| Author | : Jeb Blount |
| Publisher | : John Wiley & Sons |
| Total Pages | : 407 |
| Release | : 2020-07-28 |
| Genre | : Business & Economics |
| ISBN | : 1119742714 |
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.
| Author | : Mike Schultz |
| Publisher | : |
| Total Pages | : 266 |
| Release | : 2020-07-17 |
| Genre | : Business & Economics |
| ISBN | : 9781734883909 |
| Author | : Deborah L. Duarte |
| Publisher | : John Wiley & Sons |
| Total Pages | : 291 |
| Release | : 2011-02-02 |
| Genre | : Business & Economics |
| ISBN | : 1118047044 |
This third edition of the best-selling resource Mastering Virtual Teams offers a toolkit for leaders and members of virtual teams. The revised and expanded edition includes a CD-ROM with useful resources that allow virtual teams to access and use the book's checklists, assessments, and other practical tools quickly and easily. Deborah L. Durate and Nancy Tennant Snyder include updated guidelines, strategies, and best practices for working effectively with virtual teams across time and distance to see a project through. The useful tools, exercises, and real-life examples show how anyone can master the unique dynamics of virtual team participation in an environment where the old rules no longer apply.
| Author | : Robert Ubell |
| Publisher | : John Wiley & Sons |
| Total Pages | : 176 |
| Release | : 2010-11-09 |
| Genre | : Technology & Engineering |
| ISBN | : 1118024060 |
"This book, by Robert Ubell and his excellent team of collaborators, adds an important dimension to effective teaching and learning in online environments. It addresses how interaction and collaboration online can be effectively harnessed in virtual teams. It is an important contribution to the larger field of Internet-based education." —Frank Mayadas, Alfred P. Sloan Foundation How to create and manage highly successful teams online With the advent of the global economy and high-speed Internet, online collaboration is fast becoming the norm in education and industry. This book takes online collaboration to the next level, showing how you can bolster online learning and business performance with the innovative use of virtual teams. Written by a team of experts headed by online learning pioneer Robert Ubell, Virtual Teamwork covers best practices for online instruction and team learning, reveals proven techniques for managing enterprise and global virtual teams, and helps you choose the best communication tools for the job. Educators, project managers, and anyone involved in teaching online courses or creating online programs will find a wealth of tips and techniques for building and managing successful virtual teams, including guidance for: Integrating team instruction in the virtual classroom Using best techniques for team interaction across borders and time zones Structuring cost-effective, competitive projects that work Leveraging leadership, mentoring, and conflict management in virtual teams Conducting testing, grading, and peer- and self-assessment online Managing corporate, global, and engineering virtual teams Choosing the right technologies for effective collaboration
| Author | : Ron Willingham |
| Publisher | : Simon and Schuster |
| Total Pages | : 329 |
| Release | : 2011-10-25 |
| Genre | : Business & Economics |
| ISBN | : 0743293835 |
Selling is 85% emotional and 15% logical. Forget everything you've been taught about selling -- forget the hardsell, forget negotiation strategies, forget those closing techniques. In The Inner Game of Selling, Ron Willingham debunks the familiar myths about "sales skills," showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity. Today's consumers are wise to the old-fashioned gimmicks, extremely informed about their options, and very particular about what they want. The old tricks simply do not work anymore. Willingham, author of Integrity Service and CEO of Integrity Systems, opens your eyes to a whole new truth about selling: Your ability to sell is more a question of who you are than of what you know. Accordingly, why you sell is far more important than how you sell. Salespeople perform according to their inner beliefs about themselves, about what it is possible for them to sell and earn, and about what they deserve to achieve. These beliefs set the boundaries of their self-image and ultimately determine their success or failure. Willingham has synthesized his decades of experience, field-tested research, and a career-long dedication to ethical and passionate salesmanship to arrive at the groundbreaking insight that you will sell at your highest level only when you achieve emotional and spiritual alignment. Your sense of your own self-worth combined with a belief in your product will inspire that crucial ingredient in potential customers: trust. The Inner Game of Selling shows you how to overcome self-limiting beliefs and move on to a new relationship with your customers and, more important, a new relationship with yourself. Your new inner strengths will truly benefit you and your customers in any sales situation. Willingham is at the leading edge of a values shift in sales culture, from product-focus to personal empowerment. The Inner Game of Selling establishes a groundbreaking new paradigm that will utterly transform the philosophy and practice of selling.
| Author | : Neil Rackham |
| Publisher | : Taylor & Francis |
| Total Pages | : 253 |
| Release | : 2020-04-28 |
| Genre | : Business & Economics |
| ISBN | : 1000111482 |
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
| Author | : Jamie Shanks |
| Publisher | : John Wiley & Sons |
| Total Pages | : 224 |
| Release | : 2016-08-15 |
| Genre | : Business & Economics |
| ISBN | : 1119280761 |
A concrete framework for engaging today's buyer and building relationships Social Selling Mastery provides a key resource for sales and marketing professionals seeking a better way to connect with today's customer. Author Jamie Shanks has personally built Social Selling solutions in nearly every industry, and in this book, he shows you how to capture the mindshare of business leadership and turn relationships into sales. The key is to reach the buyer where they're conducting due diligence—online. The challenge is then to strike the right balance, and be seen as a helpful resource that can guide the buyer toward their ideal solution. This book presents a concrete Social Selling curriculum that teaches you everything you need to know in order to leverage the new business environment into top sales figures. Beginning with the big picture and gradually honing the focus, you'll learn the techniques that will change your entire approach to the buyer. Social Selling is not social media marketing. It's a different approach, more one-to-one rather than one-to-many. It's these personal relationships that build revenue, and this book helps you master the methods today's business demands. Reach and engage customers online Provide value and insight into the buying process Learn more effective Social Selling tactics Develop the relationships that lead to sales Today's buyers are engaging sales professionals much later in the buying process, but 74 percent of deals go to the sales professional who was first to engage the buyer and provide helpful insight. The sales community has realized the need for change—top performers have already leveraged Social Selling as a means of engagement, but many more are stuck doing "random acts of social," unsure of how to proceed. Social Selling Mastery provides a bridge across the skills gap, with essential guidance on selling to the modern buyer.
| Author | : Art Sobczak |
| Publisher | : John Wiley & Sons |
| Total Pages | : 261 |
| Release | : 2010-03-04 |
| Genre | : Business & Economics |
| ISBN | : 0470619813 |
Praise for SMART CALLING "Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International
| Author | : Mike Schultz |
| Publisher | : John Wiley & Sons |
| Total Pages | : 263 |
| Release | : 2014-04-30 |
| Genre | : Business & Economics |
| ISBN | : 1118875060 |
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
