Virtual Selling : A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast.
Blount, Jeb.
Virtual Selling : A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast. - 1st ed. - 1 online resource (400 pages) - Jeb Blount Series . - Jeb Blount Series .
Cover -- Title Page -- Copyright Page -- Contents -- Foreword -- Virtually Yours . . . -- Part I: Foundation -- Chapter 1: And, Just Like That, Everything Changed -- Technology Meets the Moment -- The Purpose of This Book -- Chapter 2: Is Face-to-Face Selling Dead? -- Probability versus Ideology -- Virtual Is NOT the Same as Face-to-Face -- Chapter 3: Necessity Is the Mother of Virtual Selling -- Everything Works-Blending Works Best -- Will Customers and Prospects Accept Virtual Selling? -- Chapter 4: Virtual Selling Definition and Channels -- Human-to-Human -- Sales Communication Approaches -- Chapter 5: The Asynchronous Salesperson -- A Robot Can Do Your Job-If You Are Not Doing Your Job -- Talk with People -- Chapter 6: Blending -- Map Your Sales Process to Communication Channels -- Part II: Emotional Discipline -- Chapter 7: The Four Levels of Sales Intelligence -- Innate Intelligence (IQ) -- Acquired Intelligence (AQ) -- Technological Intelligence (TQ) -- Emotional Intelligence (EQ) -- Chapter 8: Emotions Matter -- People Buy You -- Chapter 9: Relaxed, Assertive Confidence -- Chapter 10: Deep Vulnerability -- Vulnerability -- Developing Emotional Self-Control -- There Are Only Three Things You Control -- Self-Awareness -- Obstacle Immunity -- Part III: Video Sales Calls -- Chapter 11: Video Calls-The Closest Thing to Being There -- Video Is Underutilized by Sales Professionals -- Chapter 12: Blending Video Calls into the Sales and Account Management Process -- Initial Meetings -- Discovery -- Presentations -- Demos -- Closing and Negotiating -- Account Management -- Chapter 13: Brain Games -- Video Calls and the Problem with Cognitive Load -- You Are Always on Stage: Neutralizing Cognitive Biases -- Chapter 14: Seven Technical Elements of Highly Effective Video Sales Calls -- Audio -- Lighting -- Framing -- Camera -- Backdrop. Internet Connection -- Platform and Tech Stack -- Invest in Your Set -- Chapter 15: Five Human Elements of Highly Effective Video Sales Calls -- Body Language -- Attention Control -- Listen -- Be Video Ready -- Video Sales Call Calendar Invitation -- Chapter 16: Virtual Presentations and Demos -- Keep It Visual -- Show Your Face -- Be Relevant -- Be Brief -- Use Structure and Practice -- Be Interactive -- Beware of Red Herrings -- Avoid Chasing Red Herrings -- Virtual Demos -- Chapter 17: Be Video Ready -- Be Prepared for Anything -- Video Sales Call Checklist -- Chapter 18: Video Messaging -- Video Messaging Is No Joke -- Tapping into the Law of Reciprocity -- Video Messaging Is Versatile -- Shooting Video Messages Is Wickedly Easy -- Sending Video Messages -- Crafting Compelling Personalized Video Messages -- Four-Step Video Prospecting Message Framework -- Part IV: Telephone -- Chapter 19: Pick Up the Damn Phone -- The Workhorse of Virtual Selling -- When in Doubt, Pick Up the Phone -- Closing Transactional and Short-Cycle Sales -- Account Management -- Qualifying and Discovery -- Outbound Prospecting -- Chapter 20: Telephone Prospecting -- Nobody Answers a Phone That Doesn't Ring -- Nobody Likes It -- Get Over It -- Chapter 21: Five-Step Telephone Prospecting Framework -- When You Fail to Interrupt, You Fail -- Don't Overcomplicate It -- Five-Step Telephone Prospecting Framework -- Chapter 22: Developing Effective Because Statements -- The Power of Because -- The Secret to Crafting Powerful Because Statements -- Chapter 23: Getting Past Telephone Prospecting Objections -- Prospecting Objections Can Be Anticipated in Advance -- Planning for Prospecting Objections -- The Three-Step Telephone Prospecting Objection Turnaround Framework (LDA) -- Putting It All Together -- Chapter 24: Leaving Effective Voicemail Messages -- A Commitment to Persistence. Three Objectives of Voicemail -- Five-Step Voicemail Message Framework -- The One Thing You Must Never Do on a Voicemail Message -- Voicemail Block Productivity Hack -- Part V: Texting, Email, Direct Messaging, and Chat -- Chapter 25: Blending Text Messaging into Account Management and Down-Pipeline Communication -- Blending Text into Account Management Activity -- Responsive Customer Service -- Checking Stakeholder Temperature after Video Sales Conversations -- Chapter 26: Text Messaging for Prospecting -- Follow Up after Networking Events and Trade Shows -- Nurture High-Value Prospects -- Use Text Following Trigger Events -- Seven Rules for Structuring Effective Text Prospecting Messages -- Chapter 27: Email Essentials -- Four Types of Sales Emails -- To Email or Not to Email -- Subject Lines -- Formal Business Writing -- Readability -- Clarity and Brevity -- Check Your Tone and Mind Your Manners -- Email Signature -- Pause Before You Press "Send" -- Chapter 28: Four Cardinal Rules of Email Prospecting -- Bulk Email Marketing -- Prospecting Email -- Using Platforms -- Rule #1: Your Email Must Get Delivered -- Rule #2: Your Email Must Get Opened -- Rule #3: Your Email Must Convert -- Rule #4: Your Email Must Be Compliant -- Chapter 29: Four-Step Email Prospecting Framework -- Relevance and Authenticity -- Four-Step Email Prospecting Framework -- Hook -- Relate -- Bridge -- Ask -- Practice, Practice, Practice -- Chapter 30: Direct Messaging -- All the Rules Apply -- The Challenge with Direct Messaging -- Chapter 31: Live Website Chat -- A Powerful Customer Experience Tool -- A Powerful Sales Tool -- It Takes Talent to Chat -- Start Your Chat Engines -- Deer in Headlights -- Reactive versus Proactive Chat -- Inbound Chat Is Just a Conversation -- Proactive Chat -- Wait, Wait, Wait, Now! -- Part VI: Social Media. Chapter 32: Social Media Is an Essential Foundation for Virtual Selling -- Social Media Is Essential -- Social Media Is Not a Panacea -- Social Media Platforms -- Chapter 33: The Law of Familiarity and the Five Cs of Social Selling -- The Law of Familiarity -- Conversion -- Consistency -- Connecting -- Content Curation -- Chapter 34: Personal Branding -- Virtual First Impressions -- Don't Post Stupid Sh*T on Social Media -- Social Media Profiles-A Powerful Snapshot of You -- Part VII: Virtual Selling Is Still Selling -- Chapter 35: The Truth about Jedi Mind Tricks -- Keys to Mastering Virtual Selling -- Less Talking, More Asking -- Ask for the Next Step -- Chapter 36: Selling Invisible Trucks -- A Light-Bulb Moment -- Virtual Selling Changes Everything -- Selling Invisible Trucks -- Virtual Selling Is Still Selling -- Lessons -- Notes -- Acknowledgments -- Training, Workshops, and Speaking -- About the Author -- Index -- EULA.
9781119742791
Selling.
Electronic books.
HF5438.25 / .B568 2020
658.85
Virtual Selling : A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast. - 1st ed. - 1 online resource (400 pages) - Jeb Blount Series . - Jeb Blount Series .
Cover -- Title Page -- Copyright Page -- Contents -- Foreword -- Virtually Yours . . . -- Part I: Foundation -- Chapter 1: And, Just Like That, Everything Changed -- Technology Meets the Moment -- The Purpose of This Book -- Chapter 2: Is Face-to-Face Selling Dead? -- Probability versus Ideology -- Virtual Is NOT the Same as Face-to-Face -- Chapter 3: Necessity Is the Mother of Virtual Selling -- Everything Works-Blending Works Best -- Will Customers and Prospects Accept Virtual Selling? -- Chapter 4: Virtual Selling Definition and Channels -- Human-to-Human -- Sales Communication Approaches -- Chapter 5: The Asynchronous Salesperson -- A Robot Can Do Your Job-If You Are Not Doing Your Job -- Talk with People -- Chapter 6: Blending -- Map Your Sales Process to Communication Channels -- Part II: Emotional Discipline -- Chapter 7: The Four Levels of Sales Intelligence -- Innate Intelligence (IQ) -- Acquired Intelligence (AQ) -- Technological Intelligence (TQ) -- Emotional Intelligence (EQ) -- Chapter 8: Emotions Matter -- People Buy You -- Chapter 9: Relaxed, Assertive Confidence -- Chapter 10: Deep Vulnerability -- Vulnerability -- Developing Emotional Self-Control -- There Are Only Three Things You Control -- Self-Awareness -- Obstacle Immunity -- Part III: Video Sales Calls -- Chapter 11: Video Calls-The Closest Thing to Being There -- Video Is Underutilized by Sales Professionals -- Chapter 12: Blending Video Calls into the Sales and Account Management Process -- Initial Meetings -- Discovery -- Presentations -- Demos -- Closing and Negotiating -- Account Management -- Chapter 13: Brain Games -- Video Calls and the Problem with Cognitive Load -- You Are Always on Stage: Neutralizing Cognitive Biases -- Chapter 14: Seven Technical Elements of Highly Effective Video Sales Calls -- Audio -- Lighting -- Framing -- Camera -- Backdrop. Internet Connection -- Platform and Tech Stack -- Invest in Your Set -- Chapter 15: Five Human Elements of Highly Effective Video Sales Calls -- Body Language -- Attention Control -- Listen -- Be Video Ready -- Video Sales Call Calendar Invitation -- Chapter 16: Virtual Presentations and Demos -- Keep It Visual -- Show Your Face -- Be Relevant -- Be Brief -- Use Structure and Practice -- Be Interactive -- Beware of Red Herrings -- Avoid Chasing Red Herrings -- Virtual Demos -- Chapter 17: Be Video Ready -- Be Prepared for Anything -- Video Sales Call Checklist -- Chapter 18: Video Messaging -- Video Messaging Is No Joke -- Tapping into the Law of Reciprocity -- Video Messaging Is Versatile -- Shooting Video Messages Is Wickedly Easy -- Sending Video Messages -- Crafting Compelling Personalized Video Messages -- Four-Step Video Prospecting Message Framework -- Part IV: Telephone -- Chapter 19: Pick Up the Damn Phone -- The Workhorse of Virtual Selling -- When in Doubt, Pick Up the Phone -- Closing Transactional and Short-Cycle Sales -- Account Management -- Qualifying and Discovery -- Outbound Prospecting -- Chapter 20: Telephone Prospecting -- Nobody Answers a Phone That Doesn't Ring -- Nobody Likes It -- Get Over It -- Chapter 21: Five-Step Telephone Prospecting Framework -- When You Fail to Interrupt, You Fail -- Don't Overcomplicate It -- Five-Step Telephone Prospecting Framework -- Chapter 22: Developing Effective Because Statements -- The Power of Because -- The Secret to Crafting Powerful Because Statements -- Chapter 23: Getting Past Telephone Prospecting Objections -- Prospecting Objections Can Be Anticipated in Advance -- Planning for Prospecting Objections -- The Three-Step Telephone Prospecting Objection Turnaround Framework (LDA) -- Putting It All Together -- Chapter 24: Leaving Effective Voicemail Messages -- A Commitment to Persistence. Three Objectives of Voicemail -- Five-Step Voicemail Message Framework -- The One Thing You Must Never Do on a Voicemail Message -- Voicemail Block Productivity Hack -- Part V: Texting, Email, Direct Messaging, and Chat -- Chapter 25: Blending Text Messaging into Account Management and Down-Pipeline Communication -- Blending Text into Account Management Activity -- Responsive Customer Service -- Checking Stakeholder Temperature after Video Sales Conversations -- Chapter 26: Text Messaging for Prospecting -- Follow Up after Networking Events and Trade Shows -- Nurture High-Value Prospects -- Use Text Following Trigger Events -- Seven Rules for Structuring Effective Text Prospecting Messages -- Chapter 27: Email Essentials -- Four Types of Sales Emails -- To Email or Not to Email -- Subject Lines -- Formal Business Writing -- Readability -- Clarity and Brevity -- Check Your Tone and Mind Your Manners -- Email Signature -- Pause Before You Press "Send" -- Chapter 28: Four Cardinal Rules of Email Prospecting -- Bulk Email Marketing -- Prospecting Email -- Using Platforms -- Rule #1: Your Email Must Get Delivered -- Rule #2: Your Email Must Get Opened -- Rule #3: Your Email Must Convert -- Rule #4: Your Email Must Be Compliant -- Chapter 29: Four-Step Email Prospecting Framework -- Relevance and Authenticity -- Four-Step Email Prospecting Framework -- Hook -- Relate -- Bridge -- Ask -- Practice, Practice, Practice -- Chapter 30: Direct Messaging -- All the Rules Apply -- The Challenge with Direct Messaging -- Chapter 31: Live Website Chat -- A Powerful Customer Experience Tool -- A Powerful Sales Tool -- It Takes Talent to Chat -- Start Your Chat Engines -- Deer in Headlights -- Reactive versus Proactive Chat -- Inbound Chat Is Just a Conversation -- Proactive Chat -- Wait, Wait, Wait, Now! -- Part VI: Social Media. Chapter 32: Social Media Is an Essential Foundation for Virtual Selling -- Social Media Is Essential -- Social Media Is Not a Panacea -- Social Media Platforms -- Chapter 33: The Law of Familiarity and the Five Cs of Social Selling -- The Law of Familiarity -- Conversion -- Consistency -- Connecting -- Content Curation -- Chapter 34: Personal Branding -- Virtual First Impressions -- Don't Post Stupid Sh*T on Social Media -- Social Media Profiles-A Powerful Snapshot of You -- Part VII: Virtual Selling Is Still Selling -- Chapter 35: The Truth about Jedi Mind Tricks -- Keys to Mastering Virtual Selling -- Less Talking, More Asking -- Ask for the Next Step -- Chapter 36: Selling Invisible Trucks -- A Light-Bulb Moment -- Virtual Selling Changes Everything -- Selling Invisible Trucks -- Virtual Selling Is Still Selling -- Lessons -- Notes -- Acknowledgments -- Training, Workshops, and Speaking -- About the Author -- Index -- EULA.
9781119742791
Selling.
Electronic books.
HF5438.25 / .B568 2020
658.85