Online Class: Virtual Selling — How to Build Great Sales Relationships

Name: Virtual Selling: How to Build Great Sales Relationships
Price: 95.00 USD

Delve into the world of digital sales, mastering industry terms, innovative strategies, and effective use of technology to nurture online relationships and refine your methodologies.

$95.00
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$120.00
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$120.00 (with CEU Certificate)

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15

Lessons
23

Exams &
Assignments
5

Hours
average time
0.5

CEUs

Course Description

Welcome to Virtual Selling and Relationship Building Online, a course focused broadly on the field and practice of selling in the digital environment. This course has two purposes:

To introduce you to the fundamentals of virtual selling, as it applies broadly across industries
To provide you with insight into how selling techniques translate to the virtual world, and how these techniques can help you to foster relationships

The course will guide you through key industry terminology and fundamental skills, tools and technology, and foundational strategies. Students who enroll in this course will work through fifteen comprehensive topics. The lessons will define the specific topic, explain its significance for virtual sales professionals, and provide exercises that correlate with these topics. This structure will allow you to build a toolbox of techniques and may help you define your virtual selling methodology. The course is broken into the following fifteen lessons:

Understanding Your Buyer
A Closer Look at Businesses and Consumers
The Sales Funnel
The Importance of Objectivity and Critical Thinking
Boosting Your Confidence
The Technical Elements of Video Sales
The Human Elements of Video Sales
Tools: Videoconferencing Platforms
Tools: PowerPoint and Slides
Tools: Customer Relationship Management Systems
Introduction to Social Media
Virtual Selling Strategies
Creating a Game Plan
Managing Your Time
Blending the Virtual and Physical Sales Environment

This course is appropriate for any individual who may be specifically interested in developing their sales skills within the virtual environment as well as anyone who is looking to implement these techniques in their personal or professional life.

Courses Frequently Bought Together:

Completely Online
Self-Paced
6 Months to Complete
24/7 Availability
Start Anytime
PC & Mac Compatible
Android & iOS Friendly
Accredited CEUs

Universal Class is an IACET Accredited Provider

Course Lessons

Average Lesson Rating:

"Extraordinarily Helpful"

(15 votes)

Lesson 1. A Deep Dive into Buyer Archetypes and Virtual Engagement
As virtual sales become pivotal, this course details how understanding buyer personas and behavior is crucial for success in a post-COVID landscape. The lesson guides you through strategic adaptation, showcasing how technology and empathy drive modern salesmanship.
Lesson 2. Understanding Buyer Types and Sales Dynamics
B2C sales focus largely on emotional motivation and impulsive purchases, appealing to an individual's lifestyle aspirations, while the B2B sector strategies revolve around meeting logical needs and optimizing business operations through detailed analysis and formal engagements. Though they differ, relationship building, value demonstration, and technology utilization are central tenets for success in both sales landscapes.
Lesson 3. The Sales Funnel: An In-Depth Exploration
The lesson provides insights into the AIDA model's crucial stages—Awareness, Interest, Desire, and Action—illustrating their importance in constructing successful sales funnels. By utilizing these strategies and adapting them to industry-specific contexts, sales professionals can foster strong consumer relationships and brand loyalty.
Lesson 4. Selling with Insight: Harnessing Objectivity and Critical Thinking
Understanding biases is vital for objectivity, ensuring authentic client interactions. Reflective practices and continuous learning build a foundation for effective sales strategies and professional growth.
Lesson 5. The Role of Self-Assurance in Boosting Sales Performance
Virtual sales success relies heavily on mastering online communication and building rapport from a distance. The key lies in maintaining positivity, embracing a growth mindset, and adapting to digital tools for confident client interactions.
Lesson 6. Mastering the Art and Technology of Video Sales: A Comprehensive Guide
For impactful online sales calls, mastering audiovisual elements such as high-quality sound, good lighting, and proper camera framing is essential to maintaining client engagement. Embodying skills in tech and human communication ensures deeper client relationships and successful sales outcomes.
Lesson 7. Attention Control: Essential Strategies for Effective Virtual Meetings
Active listening involves attentive observation and genuine empathy, creating meaningful dialogue loops that ensure understanding and engagement. Techniques such as paraphrasing and mirroring foster rapport, while patience and non-verbal affirmations solidify client relationships in virtual sales.
Lesson 8. How to Excel at Video Conferencing
The rise of video conferencing, especially post-pandemic, highlights its unmatched flexibility compared to physical meetings. It ensures that collaboration is effective and personal, fostering trust and nuanced communication.
Lesson 9. Engage and Inspire: Presentation Tools in the Digital Era
Digital presentation tools have evolved from static displays to dynamic storytelling platforms, with PowerPoint and Google Slides leading the way. Understanding their features and design principles can greatly elevate your presentational impact.
Lesson 10. The Strategic Backbone: Unlock the Power of CRM
CRMs transform chaotic client interactions into organized narratives, providing a centralized hub for seamless communication and strategic lead management. Integrated with AI, these systems harness predictive analytics to personalize customer experiences and drive business growth.
Lesson 11. Harnessing Social Media for Commercial Growth
Harnessing the power of social media for modern commerce involves leveraging analytics to tailor strategies and build credibility with authentic content. Brands can foster meaningful relationships by understanding engagement trends and tracking conversions from social media interactions.
Lesson 12. Transforming Sales Through Client Education
Position yourself as a knowledgeable partner by educating potential clients on how your product or service can resolve their specific issues, thereby building trust and showcasing intrinsic value. Utilize techniques like storytelling and interactive experiences to engage clients and highlight your solution's application to their unique needs.
Lesson 13. Mastering Virtual Sales: Creating Meaningful Client Connections
Captivating virtual meetings rely on intriguing openers, empathy-driven narratives, and the seamless linking of client challenges to solutions, culminating in a decisive 'ask' for future engagement. This structured approach enhances connection, encourages buy-in, and builds effective business relationships.
Lesson 14. Optimizing Your Time: Tackling Virtual Sales Challenges
Virtual sales professionals face increasing responsibilities, making effective time management vital to maintaining productivity in a remote work setting. By balancing immediate client commitments and strategic task prioritization, they can efficiently progress through the sales funnel and bolster success.
Lesson 15. The Future of Sales: Mastering Hybrid Interactions
Navigating the challenges of hybrid sales, such as time zone management and data security, requires strategic planning and robust frameworks. Sales teams must ensure consistent communication and protect sensitive information to foster trust and maintain strong client relationships.

Learning Outcomes

By successfully completing this course, students will be able to:

Define key characteristics of different buyer archetypes and articulate strategies to effectively engage each type.
Demonstrate the ability to create and utilize detailed buyer personas to personalize sales strategies for diverse client needs.
Define the fundamental differences between B2C and B2B sales, including buyer nature and sales cycle duration.
Identify and explain at least three commonalities between B2C and B2B sales, such as relationship building and the role of technology.
Identify and differentiate between B2B and B2C applications of the sales funnel, utilizing the AIDA model to adapt strategies specific to each market.
Recognize and describe the stages of the AIDA model in the sales process, including Awareness, Interest, Desire, and Action.
Define the difference between objectivity and subjectivity in sales situations by analyzing examples within professional settings and personal experiences.
Utilize critical thinking techniques to assess client needs accurately and propose tailored solutions that improve sales outcomes effectively.
Demonstrate effective strategies to enhance self-confidence in sales scenarios through reflection and application.
Identify key elements essential for building trust and relationships in a virtual sales environment.
Define the key technical elements of conducting virtual sales calls, including audio quality, lighting, and camera usage, by the end of the lesson.
Demonstrate the ability to optimize the virtual sales environment through technical adjustments such as backdrop management and internet connectivity by lesson completion.
Define and apply attention control strategies to minimize distractions and enhance focus during virtual sales interactions.
Demonstrate mastery of lesson content at levels of 70% or higher.

Additional Course Information

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Course Title: Virtual Selling: How to Build Great Sales Relationships

Course Number: 57700111

Lessons Rating: 5.0 / 5 Stars (15 votes)

Languages: English - United States, Canada and other English speaking countries

Availability: You can take this course online in every U.S. state including California, Texas, Florida, New York, Pennsylvania, Illinois, Ohio, and Georgia. International availability includes English-speaking countries like Canada, Australia, the UK, and South Africa.

Last Updated: January 2022

CEU Value: 0.5 IACET CEUs (Continuing Education Units)

CE Accreditation: Universal Class, Inc. has been accredited as an Authorized Provider by the International Association for Continuing Education and Training (IACET).

Grading Policy: Earn a final grade of 70% or higher to receive an online/downloadable CEU Certification documenting CEUs earned.

Course Type: Self-Paced, Online Classes

Assessment Method: Lesson assignments and review exams

Instructor: Linda Zavadil

Syllabus: View Syllabus

Course Fee: $120.00 U.S. dollars