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Brief: The Three Principles for Selling in a Virtual Setting

Customer conversations

selling in a virtual environment

March 31, 2020Article

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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
    • Organize 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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