Selling Virtually

By Michael Leimbach, PhD, David Yesford

Everything Has Changed, Yet Nothing Has Changed

In a world where face-to-face interactions have become rare, the essence of successful selling remains unchanged. The core principles of the Counselor Approach still drive effective sales, but how we apply these principles has evolved. Embrace the shift to virtual selling with confidence by leveraging both timeless skills and modern technology.

 

Download the article to explore:

  • Relating: Build Trust Virtually: Create credibility and empathy even through a screen. Ensure your virtual presence is polished and professional to foster trust.
  • Discovering: Engage Meaningfully: Transform virtual interactions from interrogations to insightful dialogues. Use technology to make conversations smooth and effective.
  • Advocating: Present Solutions Collaboratively: Link customer needs with your solutions interactively. Use virtual tools to let customers engage with and experience your product.
  • Supporting: Make Assistance Feel Real: Provide support that feels personal and tangible. Introduce support team members via video to build a stronger connection.
  • Technology: Use it Strategically: Leverage digital tools effectively. Choose the right technology to enhance communication and streamline the sales process.

Virtual selling is the new reality. Success lies in balancing enduring principles with modern technology.

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