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
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- Understand changes in customer needs and behaviors in digital economy
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- Understand the virtual selling mindset and behaviors
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- Develop a selling strategy applicable in both physical and virtual environments
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- Learn the consultative selling methodology
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- Apply the skills learnt at work using multiple frameworks and guidelines
This course is for:
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- Account Managers
- Sales Directors
- KAMs
- Presales Managers
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Duration:
8 x 90 minutes sessions
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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
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Selling Mindset and Behaviors
- Buying cycle
- Growth mindset for sales
- Digital body language
- Building behaviors
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Consultative Sales Approach
- Situation analysis of customer business
- Uncovering customer needs
- Demonstrating capabilities
- Handling objections
Sales Negotiations
- Managing complex situations
- Understanding negotiation principles
- Assessing power
- Concession strategies and patterns
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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.
