Virtual selling : a quick-start guide to leveraging video, technology, and virtual communication channels to engage remote buyers and close deals fast /: a quick-start guide to leveraging video, technology, and virtual communication channels to engage remote buyers and close deals fast. ([2020])

• Record Type: Book
• Further Information: Note: Jeb Blount.
• Authors: Blount, Jeb
• Contents: Foreword Part One: Foundation Chapter 1: And, Just Like That, Everything Changed. Chapter 2: Is Face-to-Face Selling Dead? Chapter 3: Necessity Is the Mother of Virtual Selling Chapter 4: Virtual Selling Definition and Channels Chapter 5: The Asynchronous Salesperson Chapter 6: Blending Part Two: Emotional Discipline Chapter 7: The Four Levels of Sales Intelligence Chapter 8: Emotions Matter Chapter 9: Relaxed Assertive Confidence Chapter 10: Deep Vulnerability Part Three: Video Sales Calls Chapter 11: Video Calls—The Closest Thing to Being There Chapter 12: Blending Video Calls into the Sales and Account Management Process Chapter 13: Brain Games Chapter 14: Seven Technical Elements of Highly Effective Video Sales Calls Chapter 15: Five Human Elements of Highly Effective Video Sales Calls Chapter 16: Virtual Presentations and Demos Chapter 17: Be Video Read Chapter 18: Video Messaging Part Four: Telephone and Texting Chapter 19: Pick Up the Damn Phone Chapter 20: Telephone Prospecting Chapter 21: Five-Step Telephone Prospecting Framework Chapter 22: Developing Effective Because Statements Chapter 23: Getting Past Telephone Prospecting Objections Chapter 24: Leaving Effective Voice Mail Messages Part Five: Texting, Email, Direct Messaging and Chat Chapter 25: Blending Text Messaging into Account Management and Down Pipeline Communication Chapter 26: Text Messaging for Prospecting Chapter 27: Email Essentials Chapter 28: Four Cardinal Rules of Email Prospecting Chapter 29: Four-Step Email Prospecting Framework Chapter 30: Direct Messaging Chapter 31: Live Website Chat Part Six: Social Media Chapter 32: Social Media Is an Essential Foundation for Virtual Selling Chapter 33: The Law of Familiarity and the Five Cs of Social Selling Chapter 34: Personal Branding Part Seven: Virtual Selling Is Still Selling Chapter 35: The Truth about Jedi Mind Tricks Chapter 36: Selling Invisible Trucks Notes Acknowledgments Training, Workshops, and Speaking About the Author Index
• Publisher Details: Hoboken, New Jersey : John Wiley & Sons, Inc
• Publication Date: 2020
• Extent: 1 online resource (xiii, 383 pages), color illustrations
• Subjects: 658.85; Selling; Sales management -- Automation; Selling -- Information storage and retrieval systems; Electronic books; Electronic books
• Languages: English
• ISBNs: 9781119742777; 9781119742791; 1119742773
• Related ISBNs: 111974279X; 9781119742715
• Notes: Note: Includes bibliographical references and index.; Note: Description based on online resource; title from digital title page (viewed on July 30, 2020).
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.