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AND, JUST LIKE THAT, EVERYTHING CHANGED...
A global pandemic. Panic. Social distancing. In a heartbeat, to remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Virtual selling became the new normal.
Now, it is here to stay.
In Virtual Selling, you'll learn a complete system to:
- Gain confidence with video, phone, text, live chat, social media, and direct messaging
- Leverage virtual selling to accelerate the speed of sales and increase productivity
- Master virtual selling techniques that allow you to separate from your competitors
- Make virtual selling more human
Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients-a who's who of the world's most prestigious organizations-right into your hands.
"I promise you that Virtual Selling is GOLD. New gold. Unmined gold that every sales organization and salesperson is looking for to gain a leadership position and a competitive advantage in the mind, the pocketbook, and the loyalty of your customer-the only places it matters."
-JEFFREY GITOMER, author of The Little Red Book of Selling
AND, JUST LIKE THAT, EVERYTHING CHANGED...
A global pandemic. Panic. Social distancing. In a heartbeat, to remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Virtual selling became the new normal.
Now, it is here to stay.
In Virtual Selling, you'll learn a complete system to:
- Gain confidence with video, phone, text, live chat, social media, and direct messaging
- Leverage virtual selling to accelerate the speed of sales and increase productivity
- Master virtual selling techniques that allow you to separate from your competitors
- Make virtual selling more human
Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients-a who's who of the world's most prestigious organizations-right into your hands.
"I promise you that Virtual Selling is GOLD. New gold. Unmined gold that every sales organization and salesperson is looking for to gain a leadership position and a competitive advantage in the mind, the pocketbook, and the loyalty of your customer-the only places it matters."
-JEFFREY GITOMER, author of The Little Red Book of Selling
JEB BLOUNT is an acclaimed thought leader on sales, leadership, and customer experience?affectionately called the "hardest working man in sales." He is an international bestselling author of twelve books, including Fanatical Prospecting, Sales EQ, Objections, and Inked. Through his global training organization Sales Gravy, Jeb and his team help companies of all sizes accelerate sales productivity and revenue growth fast.
Foreword xi
Part I Foundation 1
Chapter 1 And, Just Like That, Everything Changed 3
Chapter 2 Is Face-to-Face Selling Dead? 7
Chapter 3 Necessity is the Mother of Virtual Selling 13
Chapter 4 Virtual Selling Definition and Channels 19
Chapter 5 The Asynchronous Salesperson 25
Chapter 6 Blending 29
Part II Emotional Discipline 33
Chapter 7 The Four Levels of Sales Intelligence 35
Chapter 8 Emotions Matter 43
Chapter 9 Relaxed, Assertive Confidence 47
Chapter 10 Deep Vulnerability 49
Part III Video Sales Calls 57
Chapter 11 Video Calls-The Closest Thing to Being There 59
Chapter 12 Blending Video Calls into the Sales and Account Management Process 65
Chapter 13 Brain Games 73
Chapter 14 Seven Technical Elements of Highly Effective Video Sales Calls 79
Chapter 15 Five Human Elements of Highly Effective Video Sales Calls 91
Chapter 16 Virtual Presentations and Demos 121
Chapter 17 Be Video Ready 133
Chapter 18 Video Messaging 145
Part IV Telephone 163
Chapter 19 Pick Up the Damn Phone 165
Chapter 20 Telephone Prospecting 175
Chapter 21 Five-Step Telephone Prospecting Framework 181
Chapter 22 Developing Effective Because Statements 191
Chapter 23 Getting Past Telephone Prospecting Objections 199
Chapter 24 Leaving Effective Voicemail Messages 211
Part V Texting, Email, Direct Messaging, and Chat 223
Chapter 25 Blending Text Messaging into Account Management and Down-Pipeline Communication 225
Chapter 26 Text Messaging for Prospecting 231
Chapter 27 Email Essentials 237
Chapter 28 Four Cardinal Rules of Email Prospecting 249
Chapter 29 Four-Step Email Prospecting Framework 263
Chapter 30 Direct Messaging 275
Chapter 31 Live Website Chat 281
Part VI Social Media 301
Chapter 32 Social Media is an Essential Foundation for Virtual Selling 303
Chapter 33 The Law of Familiarity and the Five Cs of Social Selling 309
Chapter 34 Personal Branding 323
Part VII Virtual Selling is Still Selling 331
Chapter 35 The Truth about Jedi Mind Tricks 333
Chapter 36 Selling Invisible Trucks 343
Notes 349
Acknowledgments 359
Training, Workshops, and Speaking 361
About the Author 363
Index 365
| Erscheinungsjahr: | 2020 |
|---|---|
| Fachbereich: | Management |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Titelzusatz: | A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast |
| Inhalt: | 400 S. |
| ISBN-13: | 9781119742715 |
| ISBN-10: | 1119742714 |
| Sprache: | Englisch |
| Einband: | Gebunden |
| Autor: | Blount, Jeb |
| Hersteller: | Wiley |
| Verantwortliche Person für die EU: | Wiley-VCH GmbH, Boschstr. 12, D-69469 Weinheim, amartine@wiley-vch.de |
| Maße: | 221 x 151 x 35 mm |
| Von/Mit: | Jeb Blount |
| Erscheinungsdatum: | 28.07.2020 |
| Gewicht: | 0,533 kg |
JEB BLOUNT is an acclaimed thought leader on sales, leadership, and customer experience?affectionately called the "hardest working man in sales." He is an international bestselling author of twelve books, including Fanatical Prospecting, Sales EQ, Objections, and Inked. Through his global training organization Sales Gravy, Jeb and his team help companies of all sizes accelerate sales productivity and revenue growth fast.
Foreword xi
Part I Foundation 1
Chapter 1 And, Just Like That, Everything Changed 3
Chapter 2 Is Face-to-Face Selling Dead? 7
Chapter 3 Necessity is the Mother of Virtual Selling 13
Chapter 4 Virtual Selling Definition and Channels 19
Chapter 5 The Asynchronous Salesperson 25
Chapter 6 Blending 29
Part II Emotional Discipline 33
Chapter 7 The Four Levels of Sales Intelligence 35
Chapter 8 Emotions Matter 43
Chapter 9 Relaxed, Assertive Confidence 47
Chapter 10 Deep Vulnerability 49
Part III Video Sales Calls 57
Chapter 11 Video Calls-The Closest Thing to Being There 59
Chapter 12 Blending Video Calls into the Sales and Account Management Process 65
Chapter 13 Brain Games 73
Chapter 14 Seven Technical Elements of Highly Effective Video Sales Calls 79
Chapter 15 Five Human Elements of Highly Effective Video Sales Calls 91
Chapter 16 Virtual Presentations and Demos 121
Chapter 17 Be Video Ready 133
Chapter 18 Video Messaging 145
Part IV Telephone 163
Chapter 19 Pick Up the Damn Phone 165
Chapter 20 Telephone Prospecting 175
Chapter 21 Five-Step Telephone Prospecting Framework 181
Chapter 22 Developing Effective Because Statements 191
Chapter 23 Getting Past Telephone Prospecting Objections 199
Chapter 24 Leaving Effective Voicemail Messages 211
Part V Texting, Email, Direct Messaging, and Chat 223
Chapter 25 Blending Text Messaging into Account Management and Down-Pipeline Communication 225
Chapter 26 Text Messaging for Prospecting 231
Chapter 27 Email Essentials 237
Chapter 28 Four Cardinal Rules of Email Prospecting 249
Chapter 29 Four-Step Email Prospecting Framework 263
Chapter 30 Direct Messaging 275
Chapter 31 Live Website Chat 281
Part VI Social Media 301
Chapter 32 Social Media is an Essential Foundation for Virtual Selling 303
Chapter 33 The Law of Familiarity and the Five Cs of Social Selling 309
Chapter 34 Personal Branding 323
Part VII Virtual Selling is Still Selling 331
Chapter 35 The Truth about Jedi Mind Tricks 333
Chapter 36 Selling Invisible Trucks 343
Notes 349
Acknowledgments 359
Training, Workshops, and Speaking 361
About the Author 363
Index 365
| Erscheinungsjahr: | 2020 |
|---|---|
| Fachbereich: | Management |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Titelzusatz: | A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast |
| Inhalt: | 400 S. |
| ISBN-13: | 9781119742715 |
| ISBN-10: | 1119742714 |
| Sprache: | Englisch |
| Einband: | Gebunden |
| Autor: | Blount, Jeb |
| Hersteller: | Wiley |
| Verantwortliche Person für die EU: | Wiley-VCH GmbH, Boschstr. 12, D-69469 Weinheim, amartine@wiley-vch.de |
| Maße: | 221 x 151 x 35 mm |
| Von/Mit: | Jeb Blount |
| Erscheinungsdatum: | 28.07.2020 |
| Gewicht: | 0,533 kg |
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