The Certificate in Virtual Sales is designed to meet the rising demand for virtual selling skills. Research shows that the buying process has been shifting towards virtual over the past decade. Both inside and field-based sales professionals need the appropriate skills and knowledge about best practices in virtual selling to keep up with current trends. From how to place a webcam and lighting, to hosting a video conference, to virtual prospecting and account management, and much more, today’s sales rep needs to know it all.
Given the recent disruption in selling due to the COVID-19 Pandemic, all sales professionals have been thrust into a new environment. Besides working from home, reps must be skilled and proficient in everything virtual.
The Global Sales industry believes that the future will continue to shift towards virtual selling. Even when we get back to “normal”, sales professionals will need to be experts in communicating, building rapport and trust, prospecting, engaging, and closing deals without necessarily meeting their client in person. Video calls have expanded so much in the past year that they are almost a requirement for all sales. This virtual sales course can give you all these skills.
Virtual selling skills are now a “must-have” for sales reps and this course delivers those skills effectively. Without these skills, you and your reps run the risk of losing sales and facing stagnant sales numbers. Sales leaders should consider equipping their teams with this virtual sales training.
a. Routine & Boundaries
b. The Space
c. Office Essentials
d. Video Essentials.
a. Virtual Best Practices with Technology Adoption
v. Instant Messaging
b. Helpful Virtual Tools
i. Sales Engagement Platforms
ii. Scheduling Tools
iv. Conversation Intelligence & Analysis
*Individual technologies best practices are agnostic and not brand specific.
a. Use of Video – Technical Tips and Best Practices
i. Camera, Lighting and your Background
iii. Dress Code
iv. Body Language
b. Virtual Meetings
i. Scheduling the Meeting
ii. Meeting Prep
iii. The Intro & Agenda
iv. How to Engage the Audience
v. Use of Video Conferencing Features
a. Pre-Call Research
b. Measurements & Goals
d. Virtual Prospecting Best Practices
e. Discovery Calls and Best Practices
f. Verbal Attributes & Communications
a. Best Times for Scheduling Demos
b. Using Discovery in a Demo
c. Virtual Demo Best Practices
d. Presenting Value
e. Handling Objections
f. Advancing the Sales & Securing Next Steps
a. Best Practices in Virtual Account & Territory Management
b. Best Practices in Virtual Channel/Partner Management
c. Virtual Referral Best Practices
d. Account & Territory Management Planning
a. Virtual Coaching
b. Performance Management
c. Motivating Remote Teams
d. Remote Leadership Best Practices
e. Maintaining Your Culture – Virtually
Each module has a mandatory test that requires an 80% pass mark for the next module to open. This 80% score is a confirmation and a attestment to subject mastery.
Students will receive a dual Certificate in Remote Working and Virtual Sales by Asia Pacific Sales & Marketing Academy and the Global Inside Sales Association upon successful completion of all modules.
Upon passing your online tests and successful completion of your online course, submit your course completion scores to firstname.lastname@example.org for digital badging and eCertificate issuance within 5 working days.
APACSMA is the strategic partners of AA-ISP APAC and Middle East region. AA-ISP course is the online course. If you enroll in APACSMA course, it will include personalized coaching and you will become the alumni of both AA-ISP and APACSMA.
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