{"product_id":"virtual-selling-isbn-9781119742715","title":"Virtual Selling","description":"\u003cp\u003e\u003cb\u003eAnd just like that, everything changed . . .\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA global pandemic. Panic. Social distancing. Working from home.\u003c\/p\u003e \u003cp\u003eIn a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling.\u003c\/p\u003e \u003cp\u003eTo remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers.\u003c\/p\u003e \u003cp\u003eOvernight, virtual selling became the new normal. Now, it is here to stay.\u003c\/p\u003e \u003cp\u003eVirtual 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.\u003c\/p\u003e \u003cp\u003eYet, 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.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eVirtual Selling \u003c\/i\u003eis 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.\u003c\/p\u003e \u003cp\u003eJeb Blount, one of the most celebrated sales trainers of our generation, teaches you:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eHow to leverage human psychology to gain more influence on video calls\u003c\/li\u003e \u003cli\u003eThe seven \u003ci\u003etechnical\u003c\/i\u003e elements of impactful video sales calls\u003c\/li\u003e \u003cli\u003eThe five \u003ci\u003ehuman\u003c\/i\u003e elements of highly effective video sales calls\u003c\/li\u003e \u003cli\u003eHow to overcome your fear of the camera and always be video ready\u003c\/li\u003e \u003cli\u003eHow to deliver engaging and impactful virtual demos and presentations\u003c\/li\u003e \u003cli\u003ePowerful video messaging strategies for engaging hard to reach stakeholders\u003c\/li\u003e \u003cli\u003eThe Four-Step Video Prospecting Framework\u003c\/li\u003e \u003cli\u003eThe Five-Step Telephone Prospecting Framework\u003c\/li\u003e \u003cli\u003eThe LDA Method for handling telephone prospecting objections\u003c\/li\u003e \u003cli\u003eAdvanced email prospecting strategies and frameworks\u003c\/li\u003e \u003cli\u003eHow to leverage text messaging for prospecting and down pipeline communication\u003c\/li\u003e \u003cli\u003eThe law of familiarity and how it takes the friction out of virtual selling \u003c\/li\u003e \u003cli\u003eThe 5C's of Social Selling\u003c\/li\u003e \u003cli\u003eWhy it is imperative to become proficient with reactive and proactive chat\u003c\/li\u003e \u003cli\u003eStrategies for direct messaging – the \"Swiss Army Knife\" of virtual selling\u003c\/li\u003e \u003cli\u003eHow to leverage a blended virtual\/physical selling approach to close deals faster\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eAs 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.\u003c\/p\u003e \u003cp\u003eFollowing in the footsteps of his blockbuster bestsellers \u003ci\u003ePeople Buy You\u003c\/i\u003e, \u003ci\u003eFanatical Prospecting\u003c\/i\u003e, \u003ci\u003eSales EQ\u003c\/i\u003e, \u003ci\u003eObjections\u003c\/i\u003e, and \u003ci\u003eInked\u003c\/i\u003e, Jeb Blount's \u003ci\u003eVirtual Selling \u003c\/i\u003eputs the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.\u003c\/p\u003e \u003cp\u003eForeword xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I Foundation 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 And, Just Like That, Everything Changed 3\u003c\/p\u003e \u003cp\u003eChapter 2 Is Face-to-Face Selling Dead? 7\u003c\/p\u003e \u003cp\u003eChapter 3 Necessity is the Mother of Virtual Selling 13\u003c\/p\u003e \u003cp\u003eChapter 4 Virtual Selling Definition and Channels 19\u003c\/p\u003e \u003cp\u003eChapter 5 The Asynchronous Salesperson 25\u003c\/p\u003e \u003cp\u003eChapter 6 Blending 29\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Emotional Discipline 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 7 The Four Levels of Sales Intelligence 35\u003c\/p\u003e \u003cp\u003eChapter 8 Emotions Matter 43\u003c\/p\u003e \u003cp\u003eChapter 9 Relaxed, Assertive Confidence 47\u003c\/p\u003e \u003cp\u003eChapter 10 Deep Vulnerability 49\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Video Sales Calls 57\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 11 Video Calls—The Closest Thing to Being There 59\u003c\/p\u003e \u003cp\u003eChapter 12 Blending Video Calls into the Sales and Account Management Process 65\u003c\/p\u003e \u003cp\u003eChapter 13 Brain Games 73\u003c\/p\u003e \u003cp\u003eChapter 14 Seven Technical Elements of Highly Effective Video Sales Calls 79\u003c\/p\u003e \u003cp\u003eChapter 15 Five Human Elements of Highly Effective Video Sales Calls 91\u003c\/p\u003e \u003cp\u003eChapter 16 Virtual Presentations and Demos 121\u003c\/p\u003e \u003cp\u003eChapter 17 Be Video Ready 133\u003c\/p\u003e \u003cp\u003eChapter 18 Video Messaging 145\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Telephone 163\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 19 Pick Up the Damn Phone 165\u003c\/p\u003e \u003cp\u003eChapter 20 Telephone Prospecting 175\u003c\/p\u003e \u003cp\u003eChapter 21 Five-Step Telephone Prospecting Framework 181\u003c\/p\u003e \u003cp\u003eChapter 22 Developing Effective Because Statements 191\u003c\/p\u003e \u003cp\u003eChapter 23 Getting Past Telephone Prospecting Objections 199\u003c\/p\u003e \u003cp\u003eChapter 24 Leaving Effective Voicemail Messages 211\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V Texting, Email, Direct Messaging, and Chat 223\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 25 Blending Text Messaging into Account Management and Down-Pipeline Communication 225\u003c\/p\u003e \u003cp\u003eChapter 26 Text Messaging for Prospecting 231\u003c\/p\u003e \u003cp\u003eChapter 27 Email Essentials 237\u003c\/p\u003e \u003cp\u003eChapter 28 Four Cardinal Rules of Email Prospecting 249\u003c\/p\u003e \u003cp\u003eChapter 29 Four-Step Email Prospecting Framework 263\u003c\/p\u003e \u003cp\u003eChapter 30 Direct Messaging 275\u003c\/p\u003e \u003cp\u003eChapter 31 Live Website Chat 281\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VI Social Media 301\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 32 Social Media is an Essential Foundation for Virtual Selling 303\u003c\/p\u003e \u003cp\u003eChapter 33 The Law of Familiarity and the Five \u003ci\u003eC\u003c\/i\u003es of Social Selling 309\u003c\/p\u003e \u003cp\u003eChapter 34 Personal Branding 323\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VII Virtual Selling is Still Selling 331\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 35 The Truth about Jedi Mind Tricks 333\u003c\/p\u003e \u003cp\u003eChapter 36 Selling Invisible Trucks 343\u003c\/p\u003e \u003cp\u003eNotes 349\u003c\/p\u003e \u003cp\u003eAcknowledgments 359\u003c\/p\u003e \u003cp\u003eTraining, Workshops, and Speaking 361\u003c\/p\u003e \u003cp\u003eAbout the Author 363\u003c\/p\u003e \u003cp\u003eIndex 365\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eJEB BLOUNT\u003c\/b\u003e 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 \u003ci\u003eFanatical Prospecting\u003c\/i\u003e, \u003ci\u003eSales EQ\u003c\/i\u003e, \u003ci\u003eObjections\u003c\/i\u003e, and \u003ci\u003eInked\u003c\/i\u003e. Through his global training organization Sales Gravy, Jeb and his team help companies of all sizes accelerate sales productivity and revenue growth fast.    \u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003ci\u003eVirtual Selling\u003c\/i\u003e\u003c\/b\u003e 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. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eJeb Blount\u003c\/b\u003e, one of the most celebrated sales trainers of our generation, teaches you: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eHow to leverage human psychology to gain more influence on video calls\u003c\/li\u003e \u003cli\u003eThe seven \u003ci\u003etechnical\u003c\/i\u003e elements of impactful video sales calls\u003c\/li\u003e \u003cli\u003eThe five \u003ci\u003ehuman\u003c\/i\u003e elements of highly effective video sales calls\u003c\/li\u003e \u003cli\u003eHow to overcome your fear of the camera and always be video-ready\u003c\/li\u003e \u003cli\u003eHow to deliver engaging and impactful virtual demos and presentations\u003c\/li\u003e \u003cli\u003ePowerful video messaging strategies for engaging hard-to-reach stakeholders\u003c\/li\u003e \u003cli\u003eThe Four-Step Video Prospecting Framework\u003c\/li\u003e \u003cli\u003eThe Five-Step Telephone Prospecting Framework\u003c\/li\u003e \u003cli\u003eThe LDA Method for handling telephone prospecting objections\u003c\/li\u003e \u003cli\u003eAdvanced email prospecting strategies and frameworks\u003c\/li\u003e \u003cli\u003eHow to leverage text messaging for prospecting and down-pipeline communication\u003c\/li\u003e \u003cli\u003eThe law of familiarity and how it takes the friction out of virtual selling\u003c\/li\u003e \u003cli\u003eThe 5 Cs of Social Selling\u003c\/li\u003e \u003cli\u003eWhy it is imperative to become proficient with reactive and proactive chat\u003c\/li\u003e \u003cli\u003eStrategies for direct messaging—the \"Swiss Army Knife\" of virtual selling\u003c\/li\u003e \u003cli\u003eHow to leverage a blended virtual\/physical selling approach to close deals faster\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eMastering these techniques will instantly separate you from competitors and give you a distinct, competitive edge. 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.  \u003c\/p\u003e\u003cp\u003e\u003cb\u003eAND, JUST LIKE THAT, EVERYTHING CHANGED...\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA global pandemic. Panic. Social distancing. In a heartbeat, to remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Virtual selling became the new normal.\u003c\/p\u003e \u003cp\u003eNow, it is here to stay.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eVirtual Selling\u003c\/i\u003e, you'll learn a complete system to:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eGain confidence with video, phone, text, live chat, social media, and direct messaging\u003c\/li\u003e \u003cli\u003eLeverage virtual selling to accelerate the speed of sales and increase productivity\u003c\/li\u003e \u003cli\u003eMaster virtual selling techniques that allow you to separate from your competitors\u003c\/li\u003e \u003cli\u003eMake virtual selling more human\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eFollowing in the footsteps of his blockbuster bestsellers \u003ci\u003ePeople Buy You\u003c\/i\u003e, \u003ci\u003eFanatical Prospecting\u003c\/i\u003e, \u003ci\u003eSales EQ\u003c\/i\u003e, \u003ci\u003eObjections\u003c\/i\u003e, and \u003ci\u003eInked\u003c\/i\u003e, Jeb Blount's \u003ci\u003eVirtual Selling\u003c\/i\u003e puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.\u003c\/p\u003e \u003cp\u003e\"I promise you that \u003ci\u003eVirtual Selling\u003c\/i\u003e is GOLD. New gold. Unmined gold that every sales organization and salesperson is looking for to gain a leadership position and a competitive advantage in the mind, the pocketbook, and the loyalty of your customer—the only places it matters.\" \u003cbr\u003e\u003cb\u003e—JEFFREY GITOMER, author of \u003ci\u003eThe Little Red Book of Selling\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990455369957,"sku":"NP9781119742715","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119742715.jpg?v=1761787900","url":"https:\/\/k12savings.com\/products\/virtual-selling-isbn-9781119742715","provider":"K12savings","version":"1.0","type":"link"}