Selling in the Virtual Age
Sales is vastly different in the virtual marketplace, and continues to evolve.
Virtual selling takes an understanding of the derailers and the required skills and behaviors to negate them. In modern times people have a harder time than ever connecting and focusing attention due to stress, information overload, urgency, use of technology, and stakeholder anonymity. Most brains — employees’ and customers’ — simply cannot communicate, prioritize, and problem solve well under that cognitive load.
I teach sales teams and individuals how to skillfully use science, communication and technology differently to build rapport and connect, focus customer attention, and sell. It starts with a deeper understanding of how the brain and body helps and hurts our ability to influence, make quality decisions, and win business.
Get the knowledge, skills, and tools you need to sell in the world of today and tomorrow.
Key Topics
Communication Skill – Creating connection through intentional language and listening
Integrating a formula of 5 to 1 positive to negative expressions
Learning the four levels of listening required to create future possibility
Brain Science – Learning the science of connection and influence
Stress Management – Exploring the impact of stress on overwhelm, decision making, stakeholder relationships and buying timelines from the buyer and seller perspective
Unconscious Distortion – Understanding the power of perspective on prospecting and closing
Virtual Selling – Recognizing the challenges of virtual selling on connection and influence
The ‘Architecture’ of the Sales Call – Discovering the three dimensions of the selling process
Customized and Packaged Solutions
Training & Workshops – 1⁄2 Day, 1 Day and 2 Day
Coaching – Individual & Team Coaching
Consulting – Strategy, Change Management, Performance Management