Course description
Energizing Virtual Sales Teams
TrainSMART's "Energizing Virtual Sales Teams" workshop is a virtual instructor-led training program that aims to improve sales performance for virtual sales teams. The session is spread over four 2-hour sessions, providing participants with practical tips and techniques for successful virtual sales. The workshop focuses on the four hidden switches that are universal for every sale: likability, trust, solution, and evidence.
Participants will learn how to identify these switches and deploy actions for each one. The workshop covers topics such as being like in a virtual world, leveraging the recommendations of others, employing a narrative map of your solution, gathering and presenting proof that your solution is effective, and creating a customized game plan for different customer situations, such as new customer sales pitches or current customer presentations. The goal of the workshop is to provide sales teams with the tools they need to succeed in the virtual sales environment and to help them make the most of their virtual sales interactions.
Who should attend?
Target Audience:
- Sales managers, intact sales teams, or any team desiring to go from worst to first, or from good to great
Training content
Session 1 – Overview and Likability
- Welcome and workshop objectives
- Identify a customer to build a custom game plan for
- Building likability and relationships in a virtual world
- What still works, what doesn’t
- Build a personalized communication strategy
- Email, and social media tactics
Session 2 – Trust
- Legitimizing yourself as a subject matter expert
- Build a set of credentials
- Personal experience, third party endorsements
- Publications and associations
Session 3 – The Solution
- Craft a solution, not a product/service
- Target your customer’s excitement
- Build a compelling solution narrative map
- Narrative template and iPhone video best practices
Session 4 – Evidence
- How to substantiate the solution’s effectiveness
- Tailoring it to the customer’s behavioral style
- Collect and prep your customer’s specific evidence
- Logic, case studies, SME’s, testimonials
Course delivery details
Session Length: Four 2-hour sessions
Certification / Credits
Workshop Outcomes:
- An agile selling mindset
- A tactical tool kit for selling in any environment
- Confidence in one’s ability to build meaningful relationships
- The ability to engender trust
- Effective presentation tactics that lead to closing more sales
- Support solutions with concrete proof
Participants Will learn to
Identify the four hidden switches that are universal for every sale
- Likability – befriending your customer
- Trust – being seen as an authority
- Solution – demonstrating how your solution is the answer to their pain points
- Evidence–sharing results from similar customer solutions
Deploy actions for each switch
- Being liked in a virtual world
- Leveraging the recommendations of others
- Employing a narrative map of your solution
- Gathering and presenting proof your solution will be effective evidence that your solution will be effective
Creating a customizing game plan for your specific customer situation, whether it be a:
- New customer sales pitch (Customer acquisition)
- Current customer presentation (Customer development)
Why choose TrainSMART Inc.?
Customized training programs for every organization
Certified Women-Owned Business (WBENC & WOSB)
Industry-proven facilitators, consultants, and experts
About TrainSMART Inc.
TrainSMART Inc.
TrainSmart specializes in helping you identify people and process challenges that may be preventing your organization from achieving optimal results. We take a collaborative approach to create a tailored strategy for success. TrainSmart’s goal is to partner with you to...
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Contact info
TrainSMART Inc.
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