Virtual Selling
Virtual classroom-based interactive course over eight 90 minutes sessions
Framework and guidelines to effective online B2B selling
After the end of this course, you will be able to
- Understand changes in customer needs and behaviors in digital economy
- Understand the virtual selling mindset and behaviors
- Develop a selling strategy applicable in both physical and virtual environments
- Learn the consultative selling methodology
- Apply the skills learnt at work using multiple frameworks and guidelines
This course is for:
- Account Managers
- Sales Directors
- KAMs
- Presales Managers
Duration:
8 x 90 minutes sessions
Mode of delivery:
Virtual Classroom
Course Content
Defining digital age
- Digital landscape and disruptions
- Three types of transformations
- Customers in digital economy
- Functional impact of emerging technologies
- Digital products and services
- Role of ecosystems
Consultative Sales Approach
- Situation analysis of customer business
- Uncovering customer needs
- Demonstrating capabilities
- Handling objections
Selling Mindset and Behaviors
- Buying cycle
- Growth mindset for sales
- Digital body language
- Building behaviors
Sales Negotiations
- Managing complex situations
- Understanding negotiation principles
- Assessing power
- Concession strategies and patterns
Post completion support
You will be eligible to opt for 10 hours of free consultation and coaching sessions where we will guide you through the process of building a sales strategy at your workplace. Participants are required to sign-up for the sessions in advance with the course faculty.
