Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology

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  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2015-10-23
  • Publisher: McGraw-Hill Education
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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.

  • Sell more effectively from remote locations
  • Support customers faster
  • Bring life to your conference calls
  • Engage participants during your live events
  • Engage webinar or remote participants
  • Demonstrate websites, apps, and tools effectively
  • Explain long contracts and agreements concisely
  • Calculate complex financial analysis quickly

Table of Contents

Preface vii
Introduction: The Screen to Screen Selling Process xi

PART ONE: Preparation

Chapter 1 ďI Canít Be ThereĒ: The New Way to Sell Your Products and Services 3
Chapter 2 Selling Isnít Telling: Problems with Most Sales Presentations 23
Chapter 3 Tech Tune-Up: The Tools You Will Need for Screen to Screen Selling 41
Chapter 4 Before the Appointment: How to Prepare Screen to Screen Conversations for Conversions 59
Chapter 5 Provisioning and Positioning: What You Need to Get Ready for the Conversation 69

PART TWO: Conversation

Chapter 6 Itís Show Time! What to Say When the Customer Connects 85
Chapter 7 Application Agility: The Skill Sets of Screen to Screen Selling 95
Chapter 8 Conceptualizing the Sale: How to Paint the Picture Using Visual Conversations 111
Chapter 9 Before the Finish Line: Do These Things Before You End the Conversation 125
Chapter 10 Screen to Screen from Mobile: How to Initiate Screen to Screen Meetings from Anywhere 137


Chapter 11 Visual Summaries: How Visual Summaries Support the Decision-Making Process 159
Chapter 12 Managing Risk: What Your Devices Alone Wonít Teach You About Security 175
Chapter 13 They Said Yes! How to Save Time and Money Filling Out Forms 183
Chapter 14 Analyzing the Customer Experience: How to Make Customers Happier Because You Made It So Easy 197
Chapter 15 Screen to Screen Culture: The Transformation from a Verbal to a Visual Environment 215
Chapter 16 Screen to Screen Presentations: How to Engage Participants Face-to-Face 227
Chapter 17 Screen to Screen Meetings: How to Influence Decisions During Live Meetings 243
Chapter 18 Screen to Screen Webinars: How to Improve the Experience During Webinars in Order to Get Results 255
Chapter 19 Screen to Screen Marketing: How to Create Growth Opportunities from Conversations 269
Chapter 20 Massive Execution: How to Master Screen to Screen Selling One Click at a Time 279

Index 285

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