Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast

ISBN-13: 9781119742715 / Angielski / Twarda / 2020 / 400 str.

Jeb Blount

Spis treści

Foreword xiPart I Foundation 1Chapter 1 And, Just Like That, Everything Changed 3Chapter 2 Is Face-to-Face Selling Dead? 7Chapter 3 Necessity is the Mother of Virtual Selling 13Chapter 4 Virtual Selling Definition and Channels 19Chapter 5 The Asynchronous Salesperson 25Chapter 6 Blending 29Part II Emotional Discipline 33Chapter 7 The Four Levels of Sales Intelligence 35Chapter 8 Emotions Matter 43Chapter 9 Relaxed, Assertive Confidence 47Chapter 10 Deep Vulnerability 49Part III Video Sales Calls 57Chapter 11 Video Calls--The Closest Thing to Being There 59Chapter 12 Blending Video Calls into the Sales and Account Management Process 65Chapter 13 Brain Games 73Chapter 14 Seven Technical Elements of Highly Effective Video Sales Calls 79Chapter 15 Five Human Elements of Highly Effective Video Sales Calls 91Chapter 16 Virtual Presentations and Demos 121Chapter 17 Be Video Ready 133Chapter 18 Video Messaging 145Part IV Telephone 163Chapter 19 Pick Up the Damn Phone 165Chapter 20 Telephone Prospecting 175Chapter 21 Five-Step Telephone Prospecting Framework 181Chapter 22 Developing Effective Because Statements 191Chapter 23 Getting Past Telephone Prospecting Objections 199Chapter 24 Leaving Effective Voicemail Messages 211Part V Texting, Email, Direct Messaging, and Chat 223Chapter 25 Blending Text Messaging into Account Management and Down-Pipeline Communication 225Chapter 26 Text Messaging for Prospecting 231Chapter 27 Email Essentials 237Chapter 28 Four Cardinal Rules of Email Prospecting 249Chapter 29 Four-Step Email Prospecting Framework 263Chapter 30 Direct Messaging 275Chapter 31 Live Website Chat 281Part VI Social Media 301Chapter 32 Social Media is an Essential Foundation for Virtual Selling 303Chapter 33 The Law of Familiarity and the Five Cs of Social Selling 309Chapter 34 Personal Branding 323Part VII Virtual Selling is Still Selling 331Chapter 35 The Truth about Jedi Mind Tricks 333Chapter 36 Selling Invisible Trucks 343Notes 349Acknowledgments 359Training, Workshops, and Speaking 361About the Author 363Index 365

O autorze

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.