Selling Virtually | Janek Performance Group

Selling Virtually^™

Learn the strategies, skills, and best practices in the “new normal” of modern selling in a virtual ecosystem.

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Rethink how you connect with customers virtually.

Virtual selling is here to stay. Sales professionals must quickly master a new skillset and a new set of best practices to establish advantage and win more in modern B2B and B2C selling situations. Sales professionals must create an effective virtual stage and apply virtualized approaches to engage customers and prospects with the same professionalism and success as in-person interactions.

Selling Virtually is research-based and purpose-built to enable robust virtual selling skills that boost productivity, enhance sales effectiveness, energize customer engagement, extend new and existing relationships, and achieve better sales outcomes. Selling Virtually is appropriate for all sales roles in all industries anywhere in the world. Additionally, it is appropriate for any customer-facing role and any role with customer touchpoints.

Key benefits of Selling Virtually

After completing this program, your sales team will be able to:

Immediately apply virtualized best practices to a variety of customer situations
Create a virtual stage to amplify effectiveness with customers
Build rapport and trust without relying on in-person meetings
Engage and persuade customers with virtualized differentiation
More confidently sell to customers in a virtual environment
More effectively extend influence with customers and prospects
Blend a hybrid approach to virtual and in-person selling

Program Objectives of Selling Virtually

Program objectives include:

Self-assess with the Selling Virtually Readiness Diagnostic
Understand the essentials and advantages of selling virtually and its impact on sales outcomes
Establish and maintain an effective stage that fully enables virtual selling
Strengthen skills to plan, discover, present, and engage in a virtual ecosystem
Enhance customer experience and engagement while building virtual rapport and trust
Amplify influence with value-based insights and dynamic virtual sales calls

Sales Training Delivery Options

Selling Virtually can be delivered in a variety of ways:

Onsite Instructor-Led Sales Training

This classroom delivery option allows for a comprehensive learning environment equipped with role plays, case studies, group discussions, and other interactive activities enabling participants to easily transfer new skills from the classroom to the real world.

Virtual Instructor-Led Sales Training

Different from typical, self-paced e-learning environments, our online option is delivered by a live Janek facilitator, enabling participants to experience the same level of interaction they would in a physical classroom, utilizing technology.

Blended Training

This delivery method combines the ease of e-learning modules with traditional face-to-face teaching and allows participants to learn at their own pace while providing the benefits of group interaction and individual instruction.

Train-the-Trainer

Our Train-the-Trainer option will certify your internal training staff on the skills, processes, support tools, and methods necessary for the highest quality ongoing, internal delivery.

Janek’s training implementation approach

Our training implementation is guided by a proven world-class approach.

Analyze & Plan

Before we deploy training, we take time to understand the current state of your organization. This situational fluency enables us to plan for successful training implementation.

Tailor & Prepare

With a foundational understanding of your organization, we can customize our services and materials to ensure our training delivers the greatest possible results. While we prepare the training, we’ll also help make sure everyone on your team is ready to receive it.

Learn & Practice

Janek training gives your managers and salespeople the opportunity to learn new skills and practice them in group workshops and role-playing sessions. We offer flexible training delivery — choose between instructor-led classroom, instructor-led online, train-the-trainer, eLearning, or a blended approach.

Assess & Report

Post-training, we take the time to understand the outcomes of our work together, then report on performance improvements and ROI. We’ll use this opportunity to identify any new roadblocks that have arisen and create a plan to overcome them.

Sustain & Reinforce

Research shows that without reinforcement, 87% of new knowledge and skills are lost within 90 days. Janek offers several options for training sustainment that transform short-term improvements into long-term solutions, including Xpert (our desktop and mobile app), TOPS (a sustainment playbook for managers), and ongoing sales coaching.

Hear what our clients say about us.

“Bringing Janek into the picture for our inside sales team was an opportunity for them to understand that there’s a different conversation that needs to be held with customers.”

Michael Robinson, Operations Manager

McNaughton-McKay Electric Company

“We got a ton of valuable information, a ton of valuable tools from going through this training process and implementing the training that Janek gave us.”

Christine McKinney, Manager, Inside Sales Department

Zoetis

Supporting services

Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.

Customization

Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.

Reinforcement

Take advantage of our turn-key and hands-on training reinforcement solutions.

Measurement

Validate training effectiveness in terms of performance improvement, business results, and ROI.

Xpert

Use a technology solution to reinforce training in a convenient and fun format.

Download the brochure

More information about the Selling Virtually program is available in this downloadable PDF

Download

Additional sales training programs

Sales Team Development

Core Skills

Critical Selling® Skills

Critical TeleSelling® Skills

Critical Prospecting™ Skills

Critical Service & Sales™ Skills

Trade Show Selling™

Advanced Skills

Critical Account Planning™

Critical Negotiation™ Skills

Selling Virtually™

Selling to the C-Suite™

Sales Management Development

Management Skills

Critical Sales Coaching™ Skills

TOPS® Reinforcement & Coaching

Questions about our sales training programs? Let us tailor a training solution that matches your needs.

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Selling Virtually™ FAQ

What type of ROI should we expect from Selling Virtually™?

All in all, Janek partners enjoy an industry-leading 650% ROI across our entire portfolio of sales training programs based on training delivered in 2020. Selling Virtually is aimed at those sales professionals who need to improve their digital and remote selling experiences. Whether you’re hosting virtual events, running virtual sales meetings, or simply engaging with potential buyers, Selling Virtually will help you succeed in today’s remote selling environment.

What does “research based” mean in the context of Selling Virtually™? How often is it modernized?

All of Janek’s sales training programs are refreshed regularly based on quality market research and field-proven methodologies. Selling Virtually was revisited most recently in 2020 and 2021 when the use of virtual tools and remote selling rose to the forefront of modern sales training practices.

What are the key metrics for success that Janek’s Selling Virtually™ will help improve upon?

Janek’s Virtual Selling program helps sales professionals and sales leaders increase the volume of virtual meetings, build trust and rapport with prospects, and communicate more effectively during the virtual sales process. By following the virtual best practices that Janek imparts during the Selling Virtually program, your sales team will perform better in today’s virtual world.

Tell me more about the Selling Virtually Readiness Diagnostic. What does that mean?

The Selling Virtually Readiness Diagnostic is a framework of virtual selling best practices that gauges your ability to sell virtually. We will also provide your team with the tools they need to self-assess their remote selling capabilities and identify areas for improvement. At Janek, we have built a consistent set of virtual selling best practices that are proven to build trust and increase your virtual presence.