Management / Marketing Sales
Advanced Remote Selling
MS154
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.
Terms & Conditions
ACTrain reserves the right to alter the Course Schedule without Prior Notification, Fees Quoted are Subject to Terms & Conditions Outlined in ACTrain's Registration Policy
