‘Virtual is Vital’ : the key challenges of remote selling.
The psychology of buying – understanding this within a remote environment. Telephone and online.
The client is important.
First impressions. Build rapport. Being sensitive to client’s situation, especially during lockdown. Telephone or virtual.
Be positive. Words, tone and body-language (for virtual). Telephone or virtual.
Using compliments. Finding something good about the person on screen or on the phone.
Creating maximum engagement – providing value from the first minute.
Demonstrating your credibility by sharing fresh insights.
Ask relevant questions. Use either ‘Open’ or ‘TED’.
Listen carefully and demonstrating empathy.
Compelling dialogue: DIQ – Data, Insight, Question.
Involving clients in the telephone call or online presentation.
Dynamic visuals for online .
5% retention.  Focused, Rewarding, Memorable, Repeatable and Actionable.
Priming your key slides or telephone sales pitch.
Presenting your solution or product. FAB statements and Rhythm of Three.
Listening to and overcoming objections.
Closing on the up. Having appropriate online facilities to do this – simple documentation and virtual signatures.
Finishing the call or virtual meeting. The client is still important
Follow up and after-sales.