Virtual Selling : A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast

Intro -- Table of Contents -- Foreword -- Virtually Yours … -- PART I: Foundation -- 1 And, Just Like That, Everything Changed -- Technology Meets the Moment -- The Purpose of This Book -- Note -- 2 Is Face-to-Face Selling Dead? -- Probability versus Ideology -- Virtual Is NOT the Same as Face-to-Face -- Notes -- 3 Necessity Is the Mother of Virtual Selling -- Everything Works-Blending Works Best -- Will Customers and Prospects Accept Virtual Selling? -- 4 Virtual Selling Definition and Channels -- Human-to-Human -- Sales Communication Approaches -- 5 The Asynchronous Salesperson -- A Robot Can Do Your Job-If You Are Not Doing Your Job -- Talk with People -- 6 Blending -- Map Your Sales Process to Communication Channels -- PART II: Emotional Discipline -- 7 The Four Levels of Sales Intelligence -- Innate Intelligence (IQ) -- Acquired Intelligence (AQ) -- Technological Intelligence (TQ) -- Emotional Intelligence (EQ) -- 8 Emotions Matter -- People Buy You -- Note -- 9 Relaxed, Assertive Confidence -- 10 Deep Vulnerability -- Vulnerability -- Developing Emotional Self-Control -- There Are Only Three Things You Control -- Self-Awareness -- Obstacle Immunity -- PART III: Video Sales Calls -- 11 Video Calls-The Closest Thing to Being There -- Video Is Underutilized by Sales Professionals -- Notes -- 12 Blending Video Calls into the Sales and Account Management Process -- Initial Meetings -- Discovery -- Presentations -- Demos -- Closing and Negotiating -- Account Management -- 13 Brain Games -- Video Calls and the Problem with Cognitive Load -- You Are Always on Stage: Neutralizing Cognitive Biases -- Notes -- 14 Seven Technical Elements of Highly Effective Video Sales Calls -- Audio -- Lighting -- Framing -- Camera -- Backdrop -- Internet Connection -- Platform and Tech Stack -- Invest in Your Set.