Screen to screen selling : how to increase sales, productivity, and customer experience with the latest technology / Doug Devitre.

By: Devitre, Doug [author]
Language: English Publisher: New York : McGraw-Hill Education, [2016]Copyright date: ©2016Description: xiv, 304 pages : illustrations ; 24 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9780071847889; 007184788XSubject(s): Internet marketing | Electronic commerce -- Management | Technology | Sales | Selling -- Technological innovations | Selling -- Data processing | Electronic commerce -- Management | Internet marketing | Sales | TechnologyDDC classification: 658.8 LOC classification: HF5415.1265 | .D48 2016
Contents:
Part 1. Preparation -- 1. "I can't be there": the new way to sell your products and services -- 2. Selling isn't telling: problems with most sales presentations -- 3. Tech tune-up: the tools you will need for screen to screen selling -- 4. Provisioning and positioning: what you need to get ready for the conversation -- Part 2. Conversation -- 6. It's show time!: what to say when the customer connects -- 7. Application agility: the skill sets of screen to screen selling -- 8. Conceptualizing the sale: how to paint the picture using visual conversations -- 9. Before the finish line: do these things before you end the conversation -- 10. Screen to screen from mobile: how to initiate screen to screen meetings from anywhere -- Part 3. Follow-up -- 11. Visual summaries: how visual summaries support the decision-making process -- 12. Managing risk: what your devices alone won't teach you about security -- 13. They said yes!: how to save time and money filling out forms -- 14. Analyzing the customer experience: how to make customers happier because you made it so easy -- 15. Screen to screen culture: the transformation from a verbal to a visual environment -- 16. Screen to screen presentations: how to engage participants face-to-face -- 17. Screen to screen meetings: how to influence decisions during live meetings -- 18. Screen to screen webinars: how to improve the experience during webinars in order to get results -- 19. Screen to screen marketing: how to create growth opportunities from conversation -- 20. Massive execution: how to master screen to screen selling one click at a time.
Summary: You can use Skype, FaceTime, webinars, and other online platforms to save time, effort, and money-while increasing value and sales Screen-to-Screen Selling shows how to sell without being physically present using platforms everyone now has access to--Skype, FaceTime, webinars, mobile devices, telephones, and other technologies. It explains how to take a consultative sales approach without being in the room with prospects, and it provides proven methods for being diagnostic with customers on the spot. It also shows you how to make sure your technology is running smoothly, so customers have a seamless experience.
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Includes index.

Part 1. Preparation -- 1. "I can't be there": the new way to sell your products and services -- 2. Selling isn't telling: problems with most sales presentations -- 3. Tech tune-up: the tools you will need for screen to screen selling -- 4. Provisioning and positioning: what you need to get ready for the conversation -- Part 2. Conversation -- 6. It's show time!: what to say when the customer connects -- 7. Application agility: the skill sets of screen to screen selling -- 8. Conceptualizing the sale: how to paint the picture using visual conversations -- 9. Before the finish line: do these things before you end the conversation -- 10. Screen to screen from mobile: how to initiate screen to screen meetings from anywhere -- Part 3. Follow-up -- 11. Visual summaries: how visual summaries support the decision-making process -- 12. Managing risk: what your devices alone won't teach you about security -- 13. They said yes!: how to save time and money filling out forms -- 14. Analyzing the customer experience: how to make customers happier because you made it so easy -- 15. Screen to screen culture: the transformation from a verbal to a visual environment -- 16. Screen to screen presentations: how to engage participants face-to-face -- 17. Screen to screen meetings: how to influence decisions during live meetings -- 18. Screen to screen webinars: how to improve the experience during webinars in order to get results -- 19. Screen to screen marketing: how to create growth opportunities from conversation -- 20. Massive execution: how to master screen to screen selling one click at a time.

You can use Skype, FaceTime, webinars, and other online platforms to save time, effort, and money-while increasing value and sales Screen-to-Screen Selling shows how to sell without being physically present using platforms everyone now has access to--Skype, FaceTime, webinars, mobile devices, telephones, and other technologies. It explains how to take a consultative sales approach without being in the room with prospects, and it provides proven methods for being diagnostic with customers on the spot. It also shows you how to make sure your technology is running smoothly, so customers have a seamless experience.

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