OasisLMS

Duration - 57 mins: By now there should be no doubt in anyone's mind that the new normal in selling is virtual and remote. If anyone is still sceptical, studies by Bain, McKinsey and the Rain Group are amongst the many validating with Buyers their preference on virtual interaction when compared to the face-to-face option.

All sales professionals

"You had me at hello" By now there should be no doubt in anyone's mind that the new normal in selling is virtual and remote. If anyone is still sceptical, studies by Bain, McKinsey and the Rain Group are amongst the many validating with Buyers their preference on virtual interaction when compared to the face-to-face option. Virtual selling is here to stay, and sellers have to adapt to this new paradigm, by adopting the necessary skills and tools into their prospecting arsenal, and becoming adept at implementing them to meet their customers' demands more effectively. This webinar will take us through the biggest challenges in virtual selling, more specifically the first virtual sales meeting. Your first big opportunity to deliver value, differentiate and position yourself as a valuable resource and ally who is focused on helping your client to win. Your demeanour, questioning, focus, how you lead and control the conversation, what you say and how, will determine how you inspire your ideal client to consider changing what they do at the moment. This is where you start building your argument for change. You may look at this and think "I am great at meetings and presentations..." The buyer on the other side however, may be feeling differently. Only 26% of buyers believe sellers are skilled at leading a thorough needs discovery virtually. You don’t get a second chance to make a great first impression. (Andrew Grant)

During this webinar we will discuss: the DNA of a successful initial virtual sales meeting, what resonates with your ideal-client; variables that impact the virtual interaction and how to overcome them; body language to communicate more efficiently, connect and become more natural; biggest traps and mistakes to be aware of and avoid.

CPD Points: Two (when attending live) or one (watching the recording)

Helga Saraiva-Stewart, British-Portuguese, is a champion for sales education and the empowerment of sales professionals. Founder of SalesShaker.com a fresh, new international event focused on Innovation in B2B sales and selling, dedicated to informating, empowering and inspiring leaders and professionals responsible for developing business. Helga is a proud Founding Fellow of the Institute of Sales Professionals, with a rewarding career spanning 17 years, based in London, and managing different geographies, developing business for some of the worlds largest organizations in Technology and Software, Data, Ethics & Compliance. Now Invited Professor in Sales at a Top 30 European School (ranking by Financial Times) NOVA SBE Executive Education. She is also Executive Coordinator of Nova SBE Sales Lab, an ecossystem of solutions for sales leaders and teams.