Virtual Selling Part 2: Understanding the human element….

Virtual Selling Part 2: Understanding the human element….

Selling, Virtual Meetings, Virtual Selling
Virtual Selling Part 2: Understanding the human element…. The ‘new’ norm For many organisations, the COVID crisis has stripped customer interaction back to the very core; no-frills, focus on the basics & keep it simple. But now, with some form of stability beginning to emerge in certain sectors, and a slight shift back to more ‘normal’ customer engagements, it is an almost certainty that ‘virtual’ meetings will remain the new norm and become a permanent feature into the future. But, “How do we interact with our customers virtually in a way that gets the most out of the experience for all?” As identified in our previous article; Virtual Selling part 1: Preparation we talked about the 1% virtual sales club; those few who use the best practices of virtual meetings…
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Virtual Selling Part 1 : Preparation (video)

Virtual Selling Part 1 : Preparation (video)

Selling, Virtual Meetings, Virtual Selling
Prepare, prepare, prepare... no excuses With some form of stability beginning to emerge in some sectors, the focus has started to shift back to some more ‘normal’ customer engagements, but this begs a question: “How do we interact with our customers virtually in a way that gets the most out of the experience for all?” Alex Selwood takes us through the 'Preparation' step of Virtual Selling. Click here to watch the video
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Virtual Selling part 1 : Preparation

Virtual Selling part 1 : Preparation

Selling, Virtual Meetings, Virtual Selling
Virtual Selling part 1 : Preparation Back to basics is challenging enough For many organisations the COVID crisis stripped customer interaction back to the very core; no-frills, focus on the basics & keep it simple. Even that basic approach challenged client relationships as organisations grappled with survival within an ever-changing landscape, far from complete information and the impossibility of predicting the future…even the very near future. With some form of stability beginning to emerge in some sectors, the focus has started to shift back to some more ‘normal’ customer engagements, but the spectre of social distancing remains and is likely to remain for some time to come. It seems pretty certain, that for most of us ‘virtual’ meetings will remain the norm and become a permanent feature into the future.…
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Let’s hear it for the sales team

Let’s hear it for the sales team

Selling
Why does sales get such a bad rap? Anything but sales… Let’s play word association - “Sales”.  What do you instantly associate with that word? Honestly now. The usual response to this game are words like ‘dodgy’, ‘shifty’, ‘dishonest’, ‘pushy’, ‘talks too much’. That’s just the polite stuff. In my experience, across continents, cultures & industries the response is the same, time and again. The really sad thing is that I normally play this word association game during sales programmes WITH the sales teams. This is what they say about their own discipline! Marketeers, doctors, accountants, logistics experts, actors, nurses – these professions and many more seem to pass the dinner party test, “what do you do?”. Sales? Oh no. The job title gets mangled and contorted with great creativity…
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A question about questions

A question about questions

Great Questions, Selling
Questions concept I remember growing up there was a book called 'All that you wanted to know about (insert topic), but were afraid to ask.' I was reflecting on this recently and on my experience of working with over 15,000 sales people over the past (nearly) 30 years. I find it extraordinary, that one of the most common ‘objections’ I receive, when talking with people about asking great questions, is that they often feel awkward about doing that and they are concerned about what they will discover as a result. Most sales people are afraid to ask the ‘right’ questions Those seasoned sales people out there reading this may be thinking “Well, that’s bonkers”…but ask yourselves “why would that be the case?”. Is it because 95% of sales professionals that…
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