About the training
The virtual buying- and selling process
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The virtual selling process (0:43)
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The digital buying and selling process
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How has the customer’s buying process changed (0:30)
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The virtual buying process (Buyers perspective) (3:31)
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The virtual buying and selling process - The initiative phase (1:24)
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The virtual buying and selling process - Needs and Power Questions phase (0:38)
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The virtual buying and selling process - Solution phase (1:37)
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The virtual buying and selling process - The risk phase (0:45)
Digital sales challenges
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Four digital sales challenges (1:26)
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Digital challenges in the customer's buying process - 1. Information overload (0:45)
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Digital challenges in the customer's buying process - 2. Death by demo (0:56)
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Digital challenges in the customer's buying process - 3. No commitment (1:07)
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Digital challenges in the customer's buying process - 4. No decision (1:19)
Create your own studio
Preparations
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How to prepare the virtual selling process (1:43)
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Preparing the customer: Sharing information about you before the meeting (1:27)
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Information that you should send about your company before the first virtual selling meeting (0:24)
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Customer research
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The timebox technology for structured virtual selling meetings (2:42)
Digital sales pitch
Digital prospecting
How to use a digital story
Power Questions
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What are power questions - how are they used in a virtual sales meeting? (1:52)
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Example of a poor needs analysis at a digital sales meeting, Acme (1:14)
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Coachning av Peter med feedback och förberedelser inför Power questions (0:51)
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Power questions part 1 - create a target image (2:52)
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Power questions del 2 - finding pain (3:01)
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Power questions part 2 - finding customer pain (4:26)
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Power questions part 3 - qualifying and creating the path forward
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Example of a good needs analysis at a digital sales meeting
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Coaching with Peter after good Power questions (1:40)
Solution Mapping, create a solution
Digital close/action plan
Final Quiz
Tasks
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Task 1 - Create your own sales studio
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Uppgift 2 - Välj kundcase att använda för att utveckla din förmåga till digital lösningsförsäljning
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Uppgift 3 - Gör en digital säljpitch
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Uppgift 4 – skapa en digital story / målbild
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Uppgift 5 - Power questions©
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Uppgift 6 - Solution mapping©
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Uppgift 7 - Värdeskapande avslut
Extramaterial
