Virtual Selling Skills Training
Virtual Selling Strategies – Open More Doors, Close More Sales
One of the by-products of COVID-19 is that businesses and health care providers are increasingly refusing in-person visits from medical devices, life sciences, and biotech sales reps.
These same reps who were successful in the “real world environment” are not finding the same success selling virtually.
Their strategies for getting in the door, pitching the product or service, building relationships, and closing the sale are falling short.
In TrainSMART’s Virtual Sales Training workshop, participants will develop a new set of strategies, tools, and tactics to sell in the virtual environment.
This new virtual sales tool kit is designed to help the sales rep get beyond the gatekeeper, build trust, demonstrate value, and ultimately close more sales.
Target Audience:
- Regional Sales Managers, Sales District Managers, and Sales Representatives
The Problem:
The virtual sales environment is thwarting sales reps’ most valuable asset—themselves. While most sales reps have a full toolkit of product samples, brochures, and presentations, they know that all the sales tools in the world won’t matter if a prospect doesn’t like them.
When these sales reps could walk into a clinic or office, they could rely on the power of their smile, personality, and overall likeability to get through the first hurdle of the sales process. Without that power of that first, likable impression, these same sales reps are struggling. In the virtual environment, sales reps have to enter the office via a phone call without any props that say, “I’m likable.” Or do they? They don’t. It’s just a different type of visual geared to a different culture.
Virtual sales are like selling in a different country. You have to learn the new rules and language to succeed. This is a workshop about mastering the rules, language, and art of virtual selling.
Our Solution:
We’ve dialed in a state-of-the-art virtual sales toolkit. Reps will learn to…
- Build likeability and trust with new prospects
- Unlock the gatekeeper so that they enable connections with Office Managers, Medical Assistants, and Doctors
- Utilize media to create top-of-mind awareness among target customers
- Deliver a concise organization value proposition
- Clearly state the personal value reps bring to new and existing accounts
- Leverage each of the four selling triggers that green light sales
- Right-size the content and visuals for clinical selling conversations
- Build sales pitches of various lengths for time-crunched situations
- Handle highly clinical presentations in a virtual setting
- Nurture relationships post-sale
- Develop a high-impact sales plan for both the region and the individual
Session Length Options: (Two) 5-hour sessions
Virtual Selling Skills Training FAQs
What is virtual selling skills training?
Virtual selling skills training teaches sales professionals how to effectively engage prospects, build relationships, and close deals in a remote environment. Participants learn how to adapt traditional sales techniques to virtual channels, communicate value clearly, and use digital tools to create meaningful connections that drive results.
Who should attend virtual selling skills training?
This training is designed for regional sales managers, district managers, and sales representatives who need to improve their remote selling skills. It is especially valuable for professionals in industries like healthcare, life sciences, and B2B sales where virtual interactions have replaced in-person meetings.
Why is virtual selling more challenging than in-person selling?
Virtual selling is more challenging because sales professionals lose the advantage of face-to-face interaction, body language, and immediate rapport-building. Without physical presence, it can be harder to build trust, capture attention, and differentiate oneself. This training helps participants adapt their approach to succeed in a virtual-first sales environment.
What skills are taught in virtual selling training?
Participants learn how to build trust and likability, communicate value propositions clearly, navigate gatekeepers, deliver concise presentations, and tailor messaging for different audiences. The training also covers using digital media effectively, handling objections, and developing sales strategies for time-constrained virtual interactions.
How does this training help with building relationships virtually?
This training teaches participants how to create connection and credibility through tone, messaging, and virtual presence. Sales professionals learn how to establish trust without in-person interaction, engage prospects through meaningful conversations, and maintain relationships over time through consistent, thoughtful communication strategies.
What is included in the virtual sales toolkit?
The virtual sales toolkit includes strategies for opening conversations, building awareness, presenting value, managing gatekeepers, and closing deals. Participants also learn how to create flexible sales pitches, adapt content for virtual delivery, and develop structured plans for managing both individual accounts and regional sales efforts.
How long is the Virtual Selling Skills Training program?
TrainSMART delivers this training through two 5-hour virtual sessions. This format allows participants to learn, practice, and apply virtual selling techniques in a structured way, ensuring they can immediately implement new strategies in their sales interactions.
What outcomes can organizations expect from this training?
Organizations can expect improved sales performance, stronger virtual engagement, increased trust with prospects, and higher conversion rates. Sales teams will be better equipped to navigate the virtual sales environment, build relationships, and consistently move opportunities through the pipeline.
Need A Live Virtual Instructor-led Workshop?
Ready to discuss your live virtual instructor-led training needs on how to sell virtually for your group? Schedule a call at 800-807-8030 or fill out the form below. We look forward to connecting with you.