{"product_id":"virtual-selling-9781119742715","title":"Virtual Selling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I Foundation 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 And, Just Like That, Everything Changed 3\u003c\/p\u003e \u003cp\u003eChapter 2 Is Face-to-Face Selling Dead? 7\u003c\/p\u003e \u003cp\u003eChapter 3 Necessity is the Mother of Virtual Selling 13\u003c\/p\u003e \u003cp\u003eChapter 4 Virtual Selling Definition and Channels 19\u003c\/p\u003e \u003cp\u003eChapter 5 The Asynchronous Salesperson 25\u003c\/p\u003e \u003cp\u003eChapter 6 Blending 29\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Emotional Discipline 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 7 The Four Levels of Sales Intelligence 35\u003c\/p\u003e \u003cp\u003eChapter 8 Emotions Matter 43\u003c\/p\u003e \u003cp\u003eChapter 9 Relaxed, Assertive Confidence 47\u003c\/p\u003e \u003cp\u003eChapter 10 Deep Vulnerability 49\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Video Sales Calls 57\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 11 Video Calls—The Closest Thing to Being There 59\u003c\/p\u003e \u003cp\u003eChapter 12 Blending Video Calls into the Sales and Account Management Process 65\u003c\/p\u003e \u003cp\u003eChapter 13 Brain Games 73\u003c\/p\u003e \u003cp\u003eChapter 14 Seven Technical Elements of Highly Effective Video Sales Calls 79\u003c\/p\u003e \u003cp\u003eChapter 15 Five Human Elements of Highly Effective Video Sales Calls 91\u003c\/p\u003e \u003cp\u003eChapter 16 Virtual Presentations and Demos 121\u003c\/p\u003e \u003cp\u003eChapter 17 Be Video Ready 133\u003c\/p\u003e \u003cp\u003eChapter 18 Video Messaging 145\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Telephone 163\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 19 Pick Up the Damn Phone 165\u003c\/p\u003e \u003cp\u003eChapter 20 Telephone Prospecting 175\u003c\/p\u003e \u003cp\u003eChapter 21 Five-Step Telephone Prospecting Framework 181\u003c\/p\u003e \u003cp\u003eChapter 22 Developing Effective Because Statements 191\u003c\/p\u003e \u003cp\u003eChapter 23 Getting Past Telephone Prospecting Objections 199\u003c\/p\u003e \u003cp\u003eChapter 24 Leaving Effective Voicemail Messages 211\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V Texting, Email, Direct Messaging, and Chat 223\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 25 Blending Text Messaging into Account Management and Down-Pipeline Communication 225\u003c\/p\u003e \u003cp\u003eChapter 26 Text Messaging for Prospecting 231\u003c\/p\u003e \u003cp\u003eChapter 27 Email Essentials 237\u003c\/p\u003e \u003cp\u003eChapter 28 Four Cardinal Rules of Email Prospecting 249\u003c\/p\u003e \u003cp\u003eChapter 29 Four-Step Email Prospecting Framework 263\u003c\/p\u003e \u003cp\u003eChapter 30 Direct Messaging 275\u003c\/p\u003e \u003cp\u003eChapter 31 Live Website Chat 281\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VI Social Media 301\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 32 Social Media is an Essential Foundation for Virtual Selling 303\u003c\/p\u003e \u003cp\u003eChapter 33 The Law of Familiarity and the Five \u003ci\u003eC\u003c\/i\u003es of Social Selling 309\u003c\/p\u003e \u003cp\u003eChapter 34 Personal Branding 323\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VII Virtual Selling is Still Selling 331\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 35 The Truth about Jedi Mind Tricks 333\u003c\/p\u003e \u003cp\u003eChapter 36 Selling Invisible Trucks 343\u003c\/p\u003e \u003cp\u003eNotes 349\u003c\/p\u003e \u003cp\u003eAcknowledgments 359\u003c\/p\u003e \u003cp\u003eTraining, Workshops, and Speaking 361\u003c\/p\u003e \u003cp\u003eAbout the Author 363\u003c\/p\u003e \u003cp\u003eIndex 365\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49407134925143,"sku":"9781119742715","price":18.7,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119742715.jpg?v=1730498304","url":"https:\/\/bookcurl.com\/products\/virtual-selling-9781119742715","provider":"Book Curl","version":"1.0","type":"link"}