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Selling Virtually - A Virtual Learning Programme
This programme has been developed in a response to demand for a positive training solution to help sales teams around the world who are currently struggling to sell to their customers due to business disruption.
‘Sellers’ deploy a delicate balance of emotional and personal skills as they connect with ‘buyers’ and there is nothing like being physically present when you are trying to make that connection. For many salespeople being denied the chance to meet customers face-to-face is the worst thing they can imagine because they have learned to rely on all of the visual and emotional cues that can only be experienced if you are ‘present’. This programme will help you to adapt and be equally effective in the virtual selling environment and build the resilience you will need to succeed in spite of business disruption.
CPD Points: 6
Course Category: Virtual Learning Programmes
Can This Course Be ISM Accredited?: Yes
- Engage customers with confidence via telephone & WebEx/Zoom or other video calling means
- Better handle objections raised by customers seeking to postpone or delay
- Use disruption to develop a proactive sales strategy
- Make the most of downtime caused by fewer face-to-face meetings
- Improve the resilience, mental fortitude & creativity to turn adversity into opportunity
Webinar 1 - Rise To The Challenge
- Welcome and introduction
- The 70/20/10 principle and self-directed learning
- How the world has changed
- What got us here will not keep us here
- The Virtual Cell
- 7 Challenges
- Turning a challenge into an opportunity
- Virtual Selling Macro Process (The Wheel)
- Effective homeworking
- 5 Productivity Tools
- Writing emails that get results
- Attention-Interest-Desire-Action
- Exploring and reframing early objections
- PRISM model
- Creating pace
- Commitment pathways
Individual Assignment
- Learners are asked to list their most common objections and reframe them using the prism model.
- Learners build a virtual sales strategy.
Webinar 2 - Engage Your Audience
- Review progress from Webinar 1
- Virtual Sales Meetings
- Common mistakes and how to avoid them
- Knowing your tech
- ‘Owning’ the platform and contingencies
- Launching and leading techniques
- Structuring the meeting (CAMEO method)
- Capture attention
- Acknowledge/analyse needs
- Message (Deliver your narrative/Power of 3)
- End memorably
- Open up the conversation
- Screencraft
- How to impact positively ‘on camera’
- Reading others remotely
- Gaining agreement and approval remotely
Individual Assignment
- Learners reevaluate a recent sales meeting using the CAMEO method.
- Learners watch videos from Simon Sinek and Cialdini.
Webinar 3 - Broaden Your influence
- Review progress from Webinar 2
- Virtual Account Development (4 Fingered Grip)
- Analyse Your Network
- Reveal Stakeholder ‘Types’
- Tailor Your Message
- Influence Others To Act
- Graphic Network Analysis
– Knowing where to focus your contact
- Psychographics’
- The Diffusion of Innovation
- 5 Stakeholder types (& how to reveal them)
- Tailoring Your Message (Exercise)
- Cialdini’s 6 Laws of Influence (applied to real-life situations)
- Open Forum
- There will be the opportunity to have specific questions answered, and we shall facilitate group answers to challenges wherever possible
- Final action planning
- Agreement to seek out mentors & coaches to further personal growth
