virtual selling success


MANY SALES ORGANIZATIONS HIRE SALES REPS WHO ARE GREAT IN-PERSON AND YET MOST OF THEM SPEND AS MUCH AS 36% OF THEIR TIME HUNCHED OVER EMAIL OR ON THE PHONE.


Post-COVID that number has skyrocketed with face-to-face meetings being replaced with virtual ones.


This Virtual/Remote Selling program is designed to be an entry-level impact program for prospects and new client who are unfamiliar with Sandler, or as an add-on for existing Sandler clients who have been through Foundations, it is not designed to teach the Sandler Selling System or Enterprise Selling, but instead, it is the supplement designed to improve virtual, remote, and social selling skills.


This program is specifically designed for sales teams who:


  • Increase deal velocity and closing percentages

  • Develop more engaging and persuasive presentations and virtual meetings

  • Differentiate from the competition with better communication

  • Build and maintain sales relationships at a distance


These sales teams are looking to leverage technology to:


  • Increase deal velocity and closing percentages

  • Develop more engaging and persuasive presentations and virtual meetings

  • Differentiate from the competition with better communication

  • Build and maintain sales relationships at a distance

Empower your sales team in the virtual selling environment with the skills they need to succeed!


Program Design & Delivery:

INTRODUCTION TO REMOTE SELLING

  • ATTITUDE: Explain why to leverage remote selling and when it is appropriate.

  • BEHAVIOR: Prepare for all five stages of an engaging and productive meeting.

  • TECHNIQUE: Project a professional personal presence in virtual meetings using the best practices for lighting, video, and sound.


DIGITAL PROSPECTING AND SOCIAL SELLING

  • ATTITUDE: Explain why virtual prospecting is easier and more effective than face-to-face, traditional prospecting.

  • BEHAVIOR: Create a prospecting plan to find more opportunities, identify ideal targets, and gain more information about existing accounts.

  • TECHNIQUE: Deliver a 30-second commercial that will hook more prospects and pull them into more interesting sales conversations.


CONDUCTING ENGAGING VIRTUAL MEETINGS

  • ATTITUDE: List the most common mistakes of remote sellers.

  • BEHAVIOR: Complete a pre-meeting checklist to ensure a productive meeting and create a written, personalized presentation structure for your next meeting.

  • TECHNIQUE: Facilitate a virtual meeting using collaboration tools like annotation or shared documents.


DEVELOPING A PLAYBOOK FOR MAINTAINING REMOTE RELATIONSHIPS

  • ATTITUDE: Explain how virtual relationships can become stronger than traditional face-to-face sales relationships.

  • BEHAVIOR: Create a communication plan using the 7 steps to client success to generate more opportunities by building social capital and authority with your clients.

  • TECHNIQUE: Ask for referrals using the LinkedIn list method to request a personal introduction.

Sandler Foundations combined with the SalesMastery program is unlike any sales training you have ever seen. The revolutionary Sandler Selling System and reinforcement training process, delivered by certified professional trainers, have made Sandler synonymous with sales success.