Brief: The Three Principles for Selling in a Virtual Setting
Customer conversations
What’s Inside
Virtual selling requires a significant shift in the use of traditional selling skills. People behave differently in a virtual setting. Their attention is divided, and distractions are common.In the brief, The Three Principles for Selling in a Virtual Setting, we detail the specific, critical skills for using a virtual setting to advance and ultimately win the sale.
We show how to:
- Execute a new level of preparation that commands the customer’s attention
- Build trust faster with enhanced virtual selling skills
- Organise the conversation around a three-part structure that advances next steps
- Adjust to a virtual selling in a way that outpaces slow-adoption competitors
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