Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast (Hardcover)

Foreword

Part One: Foundation

Chapter 1: And, Just Like That, Everything Changed.

Chapter 2: Is Face-to-Face Selling Dead?

Chapter 3: Necessity Is the Mother of Virtual Selling

Chapter 4: Virtual Selling Definition and Channels 

Chapter 5: The Asynchronous Salesperson

Chapter 6: Blending

Part Two: Emotional Discipline

Chapter 7: The Four Levels of Sales Intelligence

Chapter 8: Emotions Matter

Chapter 9: Relaxed Assertive Confidence

Chapter 10: Deep Vulnerability

Part Three: Video Sales Calls

Chapter 11: Video Calls—The Closest Thing to Being There

Chapter 12: Blending Video Calls into the Sales and Account Management Process

Chapter 13: Brain Games

Chapter 14: Seven Technical Elements of Highly Effective Video Sales Calls

Chapter 15: Five Human Elements of Highly Effective Video Sales Calls

Chapter 16: Virtual Presentations and Demos

Chapter 17: Be Video Read

Chapter 18: Video Messaging

Part Four: Telephone and Texting

Chapter 19: Pick Up the Damn Phone

Chapter 20: Telephone Prospecting

Chapter 21: Five-Step Telephone Prospecting Framework

Chapter 22: Developing Effective Because Statements

Chapter 23: Getting Past Telephone Prospecting Objections

Chapter 24: Leaving Effective Voice Mail Messages

Part Five: Texting, Email, Direct Messaging and Chat

Chapter 25: Blending Text Messaging into Account Management and Down Pipeline Communication

Chapter 26: Text Messaging for Prospecting

Chapter 27: Email Essentials

Chapter 28: Four Cardinal Rules of Email Prospecting

Chapter 29: Four-Step Email Prospecting Framework

Chapter 30: Direct Messaging

Chapter 31: Live Website Chat

Part Six: Social Media

Chapter 32: Social Media Is an Essential Foundation for Virtual Selling

Chapter 33: The Law of Familiarity and the Five Cs of Social Selling

Chapter 34: Personal Branding

Part Seven: Virtual Selling Is Still Selling

Chapter 35: The Truth about Jedi Mind Tricks

Chapter 36: Selling Invisible Trucks

Notes

Acknowledgments

Training, Workshops, and Speaking

About the Author