Brief: The Three Principles for Selling in a Virtual Setting

Virtual selling requires a significant shift in the use of traditional selling skills. People behave differently in a virtual setting. Their attention is divided, and distractions are common.

In the brief, The Three Principles for Selling in a Virtual Setting, we detail the specific, critical skills for using a virtual setting to advance and ultimately win the sale.

We show how to:

  • Execute a new level of preparation that commands the customer’s attention
  • Build trust faster with enhanced virtual selling skills
  • Organize the conversation around a three-part structure that advances next steps
  • Adjust to a virtual selling in a way that outpaces slow-adoption competitors
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