Advanced Remote Selling

As digital transformation reshapes global markets, remote selling has become a critical skill for corporate sales professionals. This advanced course is tailored for those navigating complex, high-stakes B2B sales through virtual platforms. Participants will gain insights into creating impactful digital interactions, mastering tools for virtual engagement, and converting opportunities in a fully remote environment—all designed to enhance effectiveness and drive sales performance in the digital age.

By the end of this course, participants will be able to:

• Build trust and credibility through digital communication to foster lasting client relationships.
• Use remote selling techniques to advance deals through the pipeline and close sales.
• Create compelling virtual presentations and demos that drive buyer engagement.
• Leverage a range of tools—email, phone, social media—for effective prospecting.
• Integrate remote selling practices into existing sales strategies to boost performance.

• Sales professionals managing remote or hybrid client portfolios
• Customer service and account managers transitioning to virtual engagement
• Marketing and business development specialists involved in lead generation
• Aspiring remote sellers seeking structured skills development

Module 1: Digital Sales Foundations

• Understanding screen-to-screen selling
• Leading with customer needs
• Blending virtual and in-person techniques

Module 2: Virtual Communication Mastery

• Human psychology in virtual interactions
• Virtual communication etiquette
• Balancing synchronous vs. asynchronous methods

Module 3: Frameworks for Sales Excellence

• The R.E.A.D. method
• S.C.O.R.E. discovery framework
• Seven technical and five human elements of remote selling

Module 4: Overcoming Virtual Selling Barriers

• Addressing camera shyness
• Building video confidence
• Maintaining presence on virtual calls

Module 5: Powerful Virtual Presentations

• Crafting compelling demos
• Using micro-demos to influence decisions
• Delivering impactful virtual keynotes

Module 6: Multi-Channel Prospecting Tactics

• Video, email, phone, and social media strategies
• Four-step video and email frameworks
• Telephone objection handling (LDA method)

Module 7: Social and Text-based Selling

• 5 Cs of social selling
• Personal branding for trust-building
• Strategic use of direct messaging

Module 8: Virtual Pipeline and Account Growth

• Virtual account management best practices
• Expanding key accounts remotely
• Reactive vs. proactive virtual chat techniques

Module 9: Time Management for Remote Sellers

• Productivity strategies tailored for remote environments
• Structuring the virtual sales day
• Avoiding digital burnout

Module 10: Closing Deals Remotely

• Virtual closing techniques
• Handling final objections
• Securing long-term remote commitments

The course combines various teaching methods, including instructor-led presentations, group discussions, case study analyses, and assessments through quizzes and a final exam to engage participants and ensure they understand and retain the material.