Changes over the past few years have had a major impact on sales methods. Today, in-person meetings are only a part of sales meetings, which largely take place online, with entirely different dynamics. Often the online meeting is an intermediate step, indispensable to be able to agree on a subsequent in-person meeting. In this context, it is imperative to be able to capture and maintain attention right away, even if through the screen, creating a strong bond and actively engaging the customer in the time available.
The course provides the key elements for remote selling, preparing for and managing remote confrontation, effectively managing time, with the goal of obtaining relevant feedback to agree on next steps.
- Prepare a meeting remotely by favoring the interactive approach
- Develop credibility and authority
- Hone interpersonal and communication skills while maintaining a high level of customer attention and involvement
- Present the proposal concisely and authoritatively
- Salespeople, Sales Clerks
- Key Account Manager
- Anyone interested in acquiring the key elements to support business proposals remotely
The remote sales meeting: an opportunity
- Differences between phone call, remote meeting and in-person meeting
- When and how to promote a virtual meeting
Credibility, authority and trust
- The preparation of the meeting
- How to make a positive first impression
- The ice breaker as a key moment for accreditation
Effective method and style approach
- Client Leadership: leading the meeting toward goal achievement
- Making the meeting interactive and engaging
- Present ideas and solutions succinctly and incisively
- The use of supporting materials
Feedback and next step
- The specific questions to get customer feedback
- Agree on the steps after the meeting, during the virtual meeting
- Tips & tricks for communicating with customers remotely by making the most of the tools at hand
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