The Virtual Sales Handbook A Hands on Approach to Engaging Customers 1st Edition by Mante Kvedare, Christian Milner Nymand ISBN 9781119775898 1119775892

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Product details:
ISBN 10: 1119775892
ISBN 13: 9781119775898
Author: Mante Kvedare, Christian Milner Nymand

The Virtual Sales Handbook A Hands on Approach to Engaging Customers 1st Edition Table of contents:

Chapter 1: NAVIGATING THE WORLD OF VIRTUAL SALES

A world of change

Do the benefits of virtual selling outweigh the hassle?

Give me the hard facts please!

Notes

Chapter 2: OVERCOMING THE BARRIERS TO VIRTUAL CUSTOMER INTERACTION

The elephant in the virtual meeting room

Physical barriers

Social barriers

Cultural barriers

Technological barriers

How to overcome these barriers to virtual success

How to overcome physical barriers

How to overcome social barriers

How to overcome cultural barriers

How to overcome technological barriers

Notes

Chapter 3: THE HYBRID SALES MODEL

Virtual sales: An opportunity for improvement

How does your role change in a hybrid model?

A sales meeting is not just a sales meeting

Exploring the different virtual interactions in the sales process

Exploring different virtual interactions with your existing customers

Notes

Chapter 4: PREPARING FOR AN EFFECTIVE VIRTUAL SALES MEETING

Why is preparation important for a virtual meeting?

The paradox of preparation and improvisation

The building blocks of virtual meeting preparation

A monologue is not a meeting

Chapter 5: BUILDING ENGAGING VIRTUAL SALES MEETING STORYLINES AND PRESENTATIONS

Creating impact: The key to a successful meeting

What are the main challenges to creating impact in a virtual sales meeting?

Connect to the participants

Catch attention

Tips and tricks to create a good catch

Content and conversations

Create understanding

Call to action

Notes

Chapter 6: EFFECTIVE VIRTUAL CUSTOMER ENGAGEMENT

Why is it important to engage your customers virtually?

Why is engagement so difficult in a virtual setting?

Accountability is key

Engagement by design

Best practice rules for engagement in virtual meetings

A suggested timeline for a virtual meeting

Leveraging closers

Notes

Chapter 7: EXECUTING THE VIRTUAL SALES MEETING

What is trust?

Why is building trust so important?

How to start building trust in your virtual meetings

How to close a virtual meeting

Securing an effective follow-up

Using the follow-up to create engagement

Notes

Chapter 8: LEADING THE TRANSFORMATION FROM PHYSICAL TO VIRTUAL SALES

How is your sales role evolving?

What has happened since the Covid pandemic?

Why stick with virtual in the future?

The business benefits of embracing virtual

The lasting impact of Covid

How to find opportunities to transition from physical to virtual interactions

Reinventing the sales model

Reaping the benefits of virtual in a hybrid model

Are you ready for the move to virtual?

How comfortable are you in virtual sales meetings?

Training for successful change

Case studies

Notes

Conclusion

Put aside perfection

Remember you are speaking to people

Call to action

Epilogue

References

About the Authors

Acknowledgements

Index

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Mante Kvedare,Christian Milner Nymand,Virtual Sales,Engaging Customers