The need for conducting business and engaging with clients virtually has never been more important. Top-performing sales professionals must master the skills to establish the right virtual environment, create meaningful connections, sell virtually in a winning way.
Selling Virtually is purpose-built to enable a robust virtual selling capability that boosts productivity, increases revenue and profitability, and strengthens customer relationships.
Key benefits of Selling Virtually
After completing this program, your sales team will be able to:
Differentiate the essentials of virtual selling as compared to traditional in-person selling
Create a dynamic virtual “selling space” that reflects a positive image to the customer
Define and demonstrate a unique virtual Personal Brand that differentiates them from their competition
Confidently and quickly build rapport and connect with the customer within the virtual realm
Expertly discover customer needs and challenges and present solutions in a tailored way to create buy-in and move the sales process forward
Win more business using virtual prospecting skills and best practices
Program Objectives of Selling Virtually
Program objectives include:
Complete a Selling Virtually Readiness diagnostic tool
Determine the differences between selling virtually and in-person from the salesperson’s and customer’s point of view
Increase effectiveness in preparing and managing the virtual “sales stage”
Develop a Personal Brand and identify ways to actualize the brand in a virtual environment
Identify the requirements of effective sales collateral that can easily and effectively be prepared ahead of time for virtual delivery
Utilize a focused questioning methodology to uncover customer needs and challenges with virtual collaboration
Employ active listening in a virtual environment
Increase customer buy-in by using a sales methodology to present solutions and benefits tailored to the customer’s needs
Enhance virtual presentations by offering insights, ideas, and painting a visual picture using storytelling
Demonstrate effective prospecting skills and best practices that can be achieved through a virtual connection
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.
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.
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
Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.
Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.
Take advantage of our turn-key and hands-on training reinforcement solutions.
Validate training effectiveness in terms of performance improvement, business results,and ROI.
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