Virtual Selling discusses the transition to virtual selling due to the pandemic. It addresses how to manage stress and maintain communication in the remote environment. Tips are provided for prospecting, generating online leads, conducting virtual sales calls, and using CRM systems effectively. The document emphasizes adapting to changing buyer behaviors and developing solutions tailored to customer objectives.

1. by Richard Mulvey

3. Virtual Selling

4. Where are we going?

6. Where are we going?

7. Where are we going?

8. The New Normal

9. The New Normal

10. The New Normal

11. Working from Home

12. Working from Home

14. When we get back to the office

15. Working from Home

16. Working from Home

17. Working from Home

18. Working from Home

19. Using the Right Technology

23. Communication and Loneliness

24. Stress for the Virtual
Sales Team

25. Types of Stress
Stress is
Cumulative

26. Stress Symptoms

28. Stress
Busters

29. Managing your stress

30. Managing your stress

31. Stress Management

32. Making the Best use of Zoom and Teams

33. Making the Best use of Zoom and Teams

34. Solution Selling
The Farmer

35. The Future of Selling

36. The Buyer’s Journey

37. The New Buyer’s Journey

38. The Future of Selling

39. “Good Morning Sir, Please sit and wait for Mr Smith”
“Good Morning Sir, are you here for Mr Smith?”
“Morning John, Mr Smith said go right through.”
“Hi John, You know where to go.”
“Hi John, How was your weekend?”
The Reception Test

40. Prospecting

41. Prospecting

42. Every Day is Prospecting Day

43. The Online Sales Pipeline

44. 7 ways to feed the Pipeline
3.
Don’t get complacent

45. Referrals

46. New Prospecting

47. Hot Calling - What do we need to know?

48. How can we generate Sales Leads online?

50. Quotations / Proposals
Quotations

51. Proposals
Quotations / Proposals

52. Further to our recent meeting, I understand your
objectives are as follows:
Objective 1 - Objective 2 - Objective 3
Many of the companies we have been speaking to
recently have exactly the same sort of problems,that’s
why (your Company) have recently launched a new
programme that will …(Benefit 1) and also …(Benefit 2).
Draft Proposal
And the final result will be… (ultimate solution)
In addition to the above, we will also be able to improve
your ...(Benefit 3) and also maximise your ...(Benefit 4)

53. Your investment for the implementation of the above
proposals is as follows:...(Investment 1)...(Investment 2)
Once the implementation is complete however, the return
on your investment will be as follows:
Increased efficiency Rxxx
Reduced Costs Rxxx
Improved Profitability Rxxx
Maximised Safety protocols showing a saving of Rxxx
With a total positive impact on your bottom line of Rxxx
Draft Proposal

55. What to do on a virtual sales call
“Let me tell you how we can spend our time with this call so
you can get the most out of it. I will start with asking a
few questions, so that I fully understand the solution you
are looking for. Then we will talk about how we can tailor a
solution that really focuses on your objectives.
Okay, can I start by asking you a few questions?”
Sales Call agenda
Let me tell you how we can spend
our time with this call so you can
get the most out of it I will start with
asking a few questions, Then we
will talk about how we can Taylor a
solution that really focusses on your
objectives. Okay, can I start by
asking you a few questions.

56. The Close
SHUT UP!

57. Common Mistakes
The Close

59. The Virtual Brighter Side

60. What to do now

61. Slides

63. by Richard Mulvey

64. CRM Systems

65. Must have in your CRM system

66. 7 CRM systems that work

67. 7 steps to introduce a new CRM System

68. 7 steps to run the CRM System