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Publisher's Summary

"Virtual Selling more than fulfills my high expectations. It is research-based, sound, practical, and nuanced. Another example of why the team at RAIN Group are the leading thinkers in the world of sales strategy and training.” (Charles H. Green, author of The Trusted Advisor)

From best-selling authors of Rainmaking Conversations and Insight Selling.

You can’t sell the same way you did pre-2020. If you do, you won’t achieve the same results. You need to adapt. Pivot. And change almost everything you did previously. To thrive in sales today, it will require that you transition to the new world of selling remotely...take the “new norm” by storm.

With practical advice, virtual-selling techniques you can apply immediately, and the latest groundbreaking research, Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely will take you step-by-step through everything you need to do from mastering the medium to sharpening your virtual-selling skills. Discover how to overcome virtual-selling challenges and reach your sales goals without face-to-face meetings.

You’ll learn:

  • The number-one thing virtual sellers need to focus on to achieve higher win rates
  • Four principles of rapport, and 20 questions for building rapport online
  • How to run the most effective virtual sales meetings
  • Virtual-selling best practices for mastering the medium, including meeting mechanics, setup, and technology
  • 17 common business factors affecting financial impact, and how to build a strong ROI case
  • How to collaborate with buyers online, and virtual-meeting tools you can leverage
  • Nine habits of extreme productivity to overcome distractions and boost your sales productivity
  • How to deliver powerful virtual sales presentations
  • Plus, gain access to exclusive guides, checklists, templates, and more to help you succeed.
©2020 Mike Schultz, Dave Shaby, Andy Springer (P)2020 Mike Schultz, Dave Shaby, Andy Springer

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Missing supplementary PDF

Several chapters in and enjoying the content however, the supplementary PDF that is referenced throughout the book is not included in the Audible Library and the website URL quoted in the book is broken.

In the spirit of reconciliation, Audible Australia acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.