SESSION 1  |  Improve Virtual Close Rates with Pre-Call Planning and Rapport Questions  |  DOWNLOAD RECORDING

How do we improve the sales effectiveness of virtual sales calls? In this webinar, we will share the role pre call planning plays and what we should know before we have the conversation to create conversations that drive revenue. Once we win the opportunity to have a conversation we need to be prepared to have a warm conversation that builds relationships, establishes competence, and builds trust. In this session, we will share rapport-building techniques and examples of rapport building questions that can be crafted and personalized by attendees.

• SESSION 1: DOWNLOAD THE RECORDING
• Session 1 Presentation Handout
• Voice of the Customer eBook by Mark Roberts
• Reboot Your Business in 2021
• Become a Trusted Advisor – Not Just Another Sales Rep video

SESSION 2  |  Virtual Value Propositions that Lead to Revenue  |  DOWNLOAD RECORDING

As sales organizations adjust to a virtual sales model we must ensure we equip salespeople with value propositions that resonate with buyers today. With so much market disruption and uncertainty it should not surprise us how buyers buy and the criteria they use to buy today is often different than it has been in the past.

In this session, we will discuss what a value proposition is, how to create one for your product or service and how to create buyer persona specific messaging that creates conversations that turn into revenue virtually.

• SESSION 2: DOWNLOAD THE RECORDING
• Session 2 Presentation Handout
• Increase Sales: Do a Value Proposition Audit Article
• Does Your Team Need a Virtual Sales Tune Up? Video

SESSION 3  |  Improve Virtual Sales Conversations that Lead to Revenue: Focus on Discovery and Qualifying Questions  |  DOWNLOAD RECORDING

How can salespeople become more effective and effective with virtual conversations that turn to revenue? Salespeople are trying to adapt to virtual selling and many are struggling as they have virtual conversations that once would have taken place face-to-face. In this session, we focus on the two sales skills that have the biggest impact on improving your close rates: Discovery and qualifying questions. We will share discover and qualifying best practices and share example questions to build business conversations that turn into revenue opportunities.

• SESSION 3: DOWNLOAD THE RECORDING
• Session 3 Presentation Handout

Valued at $2,500 per company, this training is available at no cost to Illinois manufacturers through Federal CARES Act funding.