Remote Selling

Ready-to-use training

Duration

3 x 1/2 Day

Reference

8542-3LC

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For whom ?

Who is this pro training aimed at?

Any person having direct contact with customers or distribution partners using virtual platforms
Any person with experience of selling or Account Management who wishes to be as effective working remotely, as they can be in a face-to-face situation.

Basic knowledge of your company's products/services, experience of selling or Account
Management in the field.

Program

The program of training

The main aim of this programme is to enable the attendee to become more effective at selling remotely.

It initially focuses on looking good on camera and creating Intimacy, Impact and Interest, during on-line sales meetings.

The course places great value on establishing a human connexion with the audience and making on-line sales meetings an engaging, memorable experience.

Before

Digital learning activities to prepare yourself for the training and its implementation:

Trigger Video: Watch John during an on-line meeting with a potential customer

Conducting a self-assessment of your skills.

Profiler: My Remote Selling Practices

During - Group Session

1 - Mastering the environment and getting air-time

Basics of camera work, virtual meeting tool and how to prepare my environment;
The art of the virtual handshake for instant trust and rapport;
Pre-suasion: getting a key contact interested in meeting on-line;
Pitch maker tool.

2 - Making it feel L.I.V.E.

Link – making a human connection with the audience;
Involve them – tips on optimising audience interaction & focus;
Value – how to make every second count, for them and for us;
Emotion – how to make it memorable, unique and impactful.

3 - Impactful on-line presentations

Pitching, rhetorical questions and the power of storytelling;
Strong visuals, with content that drives home key messages;
Engagement & focus: reaching out to their minds & emotions;
Reconnecting – how to ‘bring back’ a lost audience.

Assessment

An online questionnaire to assess your acquired skills.

Objectives

The objectives of the training

Master basic techniques within the remote environment, developing confidence in using the meeting software to remain effective, whatever happens.
Improve brand image, professionalism and proximity to make a lasting impression, showing value and empathy.
Make remote meeting as impactful as in-room meetings
Explore how to get air-time with key contacts
Interact well and naturally, get your message across
Stimulate a dialogue, work well together with the audience
Learn how to ‘read' the customer and re-engage with a disaffected audience

Strong points

The strengths of the training

Pre-programme Self-assessment and post-programme quiz, to measure progress
10 hours of online instructor-led exercises and workshops, discussing challenges and finding solutions. Running a live presentation sequence, getting feedback from the group and from an expert.
4h of individual work: with a peer, build, practise and record a pitch to progress a sale, individually, design and build a slide deck for high impact
Downloadable course workbook that includes a post-course application guide for line managers and for participants.
This learning journey is eligible for 7 PDUs in the Power Skills area and 7 PDUs in the Ways of Working area, to maintain your PMP or PgMP certification.

Remote Selling