The sales landscape has changed, maybe forever. Face to face meetings where we have had the opportunity to develop relationships and trust are now virtual. Sales professionals and teams must be equipped to create a more engaged and connected virtual experience, which requires a significant shift in selling skills. Dale Carnegie’s approach to selling in a virtual context focuses on having a strong presence, building trust, and presenting value that creates repeat business.
Dale Carnegie’s approach to equipping sales teams includes a variety of practical tools that can be adapted to your industry and processes.
Mastering Virtual Selling is comprised of a series of virtual workshops that may be delivered to your team separately or as a series.
Prospecting in the Virtual World
- Using effective power phrases to gain appointments.
- Utilizing innovative and creative ways to gain access to decision makers.
- Using language that reflects an understanding of the customer’s world.
- Conveying the value of a meeting and using clear agenda statements.
- Utilizing Experiential Questioning to uncover information about your customer’s process when you cannot be there to observe it in person.
- How taking a consultative approach leads us to becoming trusted advisors.
- Creating questions, practicing the questions and receive “just in time” coaching.
Creating & Leveraging Your Virtual Presence
- Cultivate a presence of confidence, credibility, and authenticity.
- Increase self-awareness on how we come across to others virtually.
- Gain greater comfort and confidence in front of the camera.
- Best practices to become more engaging via a virtual platform.
How to Present Virtual Solutions with Impact
- Identify best practices for presenting online.
- Develop a plan to communicate your solution with impact.
- Present solutions that appeal to the buyer’s logic and emotions
- Use evidence to persuade the customer.
Engaging Decision-Making Teams
- Engage decision makers by continuously presenting value.
- The 2-minute rule for re-engaging those we are meeting with.
- How to take command and keep control
- Get practice asking questions and facilitating.
These workshops can be delivered separately or as a package.
Each workshop lasts 2-hours
Maximum of 20 participants per session.