Virtual Selling

And just like that, everything changed . . .

A global pandemic. Panic. Social distancing. Working from home.

In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling.

To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers.

Overnight, virtual selling became the new normal. Now, it is here to stay.

Virtual selling can be challenging. It’s more difficult to make human to human connections. It’s natural to feel intimidated by technology and digital tools. Few of us haven’t felt the wave of insecurity the instant a video camera is pointed in our direction.

Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle.

Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You’ll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles.

Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you:

1. How to leverage human psychology to gain more influence on video calls
2. The seven technical elements of impactful video sales calls
3. The five human elements of highly effective video sales calls
4. How to overcome your fear of the camera and always be video ready
5. How to deliver engaging and impactful virtual demos and presentations
6. Powerful video messaging strategies for engaging hard to reach stakeholders
7. The Four-Step Video Prospecting Framework
8. The Five-Step Telephone Prospecting Framework
9. The LDA Method for handling telephone prospecting objections
10. Advanced email prospecting strategies and frameworks
11. How to leverage text messaging for prospecting and down pipeline communication
12. The law of familiarity and how it takes the friction out of virtual selling
13. The 5C’s of Social Selling
14. Why it is imperative to become proficient with reactive and proactive chat
15. Strategies for direct messaging – the “Swiss Army Knife” of virtual selling
16. How to leverage a blended virtual/physical selling approach to close deals faster

As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar.

Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount’s Virtual Selling puts the same strategies employed by his clients—a who’s who of the world’s most prestigious organizations—right into your hands.

Table of Contents

Part I: Foundation

1 And, Just Like That, Everything Changed

2 Is Face-to-Face Selling Dead?

3 Necessity Is the Mother of Virtual Selling

4 Virtual Selling Definition and Channels

5 The Asynchronous Salesperson

6 Blending

Part II: Emotional Discipline

7 The Four Levels of Sales Intelligence

8 Emotions Matter

9 Relaxed, Assertive Confidence

10 Deep Vulnerability

Part Ill: Video Sales Calls

11 Video Calls-The Closest Thing to Being There

12 Blending Video Calls into the Sales and Account Management Process

13 Brain Games

14 Seven Technical Elements of Highly Effective Video Sales Calls

15 Five Human Elements of Highly Effective Video Sales Calls

16 Virtual Presentations and Demos

17 Be Video Ready

18 Video Messaging

Part IV: Telephone

19 Pick Up the Damn Phone

20 Telephone Prospecting

21 Five-Step Telephone Prospecting Framework

22 Developing Effective Because Statements

23 Getting Past Telephone Prospecting Objections

24 Leaving Effective Voicemail Messages

Part V: Texting, Email, Direct Messaging, and Chat

25 Blending Text Messaging into Account Management and Down-Pipeline Communication

26 Text Messaging for Prospecting

27 Email Essentials

28 Four Cardinal Rules of Email Prospecting

29 Four-Step Email Prospecting Framework

30 Direct Messaging

31 Live Website Chat

Part VI: Social Media

32 Social Media Is an Essential Foundation for Virtual Selling

33 The Law of Familiarity and the Five Cs of Social Selling

34 Personal Branding

Part VII: Virtual Selling Is Still Selling

35 The Truth about Jedi Mind Tricks

36 Selling Invisible Trucks

About the Author

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.