Book Outline

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This book is organized into checklists, assessments, and exercises so you can take immediate action.  Get our email updates to make sure you are first to have a copy for yourself, your boss, or a friend. 

Screen to Screen Selling – Created with Haiku Deck, presentation software that inspires

PART ONE: PREPARATION

CHAPTER 1: “I CAN’T BE THERE”. THE NEW WAY TO SELL YOUR PRODUCTS AND SERVICES.
CHECKLIST 1-1. CALCULATIONS
CHECKLIST 1-2. PRODUCTIVITY BENEFITS
CHECKLIST 1-3. COST SAVINGS CALCULATORS
CHECKLIST 1-4. GLOBAL IMPACT
CHECKLIST 1-5. MAKING THE TRANSITION
ASSESSMENT 1-1. KNOWLEDGE
ASSESSMENT 1-2. SKILLS
ASSESSMENT 1-3. TECHNOLOGY

CHAPTER 2: SELLING ISN’T TELLING. PROBLEMS WITH MOST SALES PRESENTATIONS.
CHECKLIST 2-1. VIRTUAL TRUST
CHECKLIST 2-2. CONSULTATIVE SELLING
ASSESSMENT 2-1. BUILDING TRUST
ASSESSMENT 2-2. COACHING
CHECKLIST 2-3. BARRIERS
CHECKLIST 2-4. IRRITANTS
CHECKLIST 2-5. VISUALIZING CONVERSATION

CHAPTER 3: TECH TUNE UP. THE TOOLS YOU WILL NEED FOR SCREEN TO SCREEN SELLING.
CHECKLIST 3-1. SCREEN TO SCREEN ENVIRONMENT
CHECKLIST 3-2. WORKING ARRANGEMENTS
CHECKLIST 3-3. TECHNOLOGY REVIEW
CHECKLIST 3-4. MOBILE APPS REVIEW
CHECKLIST 3-5. MANAGING BUDGET
CHECKLIST 3-6. WIRELESS VS. WIRED DEVICES
CHECKLIST 3-7. PHONE, VOIP OR WEBRTC

CHAPTER 4: ANOINTMENT BEFORE THE APPOINTMENT. THE PROCESS FOR SCHEDULING SCREEN TO SCREEN CONVERSATIONS.
CHECKLIST 4-1. SALES PERFORMANCE
CHECKLIST 4-2. QS CUSTOMERS NEED ANSWERED
CHECKLIST 4-3. PHONE CONVERSATIONS
CHECKLIST 4-4. SCREEN SHARE CONVERSATIONS
CHECKLIST 4-5. SCHEDULE MEETINGS
CHECKLIST 4-6. MANAGE MULTIPLE BUYERS

CHAPTER 5: PROVISIONING AND POSITIONING. WHAT YOU NEED TO GET READY FOR THE CONVERSATION.
CHECKLIST 5-1. PREDICTIVE ANALYTICS
CHECKLIST 5-2. FILE MANAGEMENT
CHECKLIST 5-3. VISUALS CREATION
CHECKLIST 5-4. VISUAL TEMPLATE TYPES
CHECKLIST 5-5. COBROWSING ELEMENTS
CHECKLIST 5-6. QUICK ACCESS MEMORY

Download the recommended tools and checklists here.

PART TWO: CONVERSATION

CHAPTER 6: IT’S SHOW TIME! WHAT TO SAY WHEN THE CUSTOMER DIALS IN.
CHECKLIST 6-1. PREPARED QUESTIONS
CHECKLIST 6-2. QUICK DECISIONS
CHECKLIST 6-3. QUESTIONING STRUCTURE
CHECKLIST 6-4. AGREEMENTS WHEN COBROWSING
CHECKLIST 6-5. STEPS TO COBROWSING
CHECKLIST 6-6. SOCIAL COBROWSING

CHAPTER 7: APPLICATION AGILITY. THE SKILL SETS OF SCREEN TO SCREEN SELLING.
CHECKLIST 7-1. PARTICIPANT PLATFORMS
CHECKLIST 7-2. KEYBOARD SHORTCUTS
CHECKLIST 7-3. IMPROMPTU MEETINGS
CHECKLIST 7-4. MEETING ALTERNATIVES
CHECKLIST 7-5. BALANCING CONVERSATIONS

CHAPTER 8. CONCEPTUALIZING THE SALE. HOW TO PAINT THE PICTURE USING VISUAL CONVERSATIONS.
CHECKLIST 8-1. EXTEMPORANEOUS VISUAL
CHECKLIST 8-2. VISUAL FRAMING
CHECKLIST 8-3. WHITEBOARD BASICS
CHECKLIST 8-4. WHITEBOARD BENEFITS

CHAPTER 9: BEFORE THE FINISH LINE. DO THESE THINGS BEFORE YOU END THE CONVERSATION.
CHECKLIST 9-1. ASSESSING COMPREHENSION
CHECKLIST 9-2. SETTING THE NEXT VISUAL AGENDA
CHECKLIST 9-3. CREATING VISUAL CHECKLISTS
CHECKLIST 9-4. ADDING HUMOR

CHAPTER 10: SCREEN TO SCREEN FROM MOBILE. HOW TO INITIATE SCREEN TO SCREEN MEETINGS FROM ANYWHERE.
CHECKLIST 10-1. CONVERT WEBSITE TO MOBILE
CHECKLIST 10-2. MOBILE CONNECTIVITY
CHECKLIST 10-3. MOBILE MEETINGS
CHECKLIST 10-4. MOBILE MEETING ETIQUETTE
CHECKLIST 10-5. DRONE IMPLEMENTATION LIST
CHECKLIST 10-6. MOBILE NOTIFICATIONS

Download the recommended tools and checklists here.

PART THREE: FOLLOW UP

CHAPTER 11. VISUAL SUMMARIES. HOW VISUAL SUMMARIES SUPPORT THE DECISION MAKING PROCESS.
CHECKLIST 11-1. VISUAL SUMMARIES
CHECKLIST 11-2. VISUAL SUMMARY TOOLS
CHECKLIST 11-3. HANDWRITING ANALYSIS
CHECKLIST 11-4. CONFIRMATION SLIDE
CHECKLIST 11-5. SEND A VISUAL SUMMARY

CHAPTER 12: MANAGING RISK. WHAT YOUR DEVICES ALONE WON’T TEACH YOU ABOUT SECURITY.
CHECKLIST 12-1. QUESTIONS TO ASK I.T.
CHECKLIST 12-2. QUESTIONS TO ASK ATTORNEY
CHECKLIST 12-3. IDENTITY THEFT

CHAPTER 13: THEY SAID YES! HOW TO SAVE TIME FILLING OUT THE FORMS.
CHECKLIST 13-1. DIGITAL SIGNATURES BENEFITS
CHECKLIST 13-2. DIGITAL SIGNATURES COST SAVINGS
CHECKLIST 13-3. TRANSACTION MANAGEMENT
CHECKLIST 13-4. COBROWSE FOR SIGNATURES
CHECKLIST 13-5. BACKUP OPTIONS
CHECKLIST 13-6 DIGITAL SIGNATURES REGULATIONS

CHAPTER 14: ANALYZING THE CUSTOMER EXPERIENCE HOW TO MAKE CUSTOMERS HAPPIER BECAUSE YOU MADE IT SO EASY.
CHECKLIST 14-1. USER EXPERIENCE BENEFITS
CHECKLIST 14-2. U/X TESTING
CHECKLIST 14-3. CUSTOMER JOURNEY MAP
CHECKLIST 14-4. CROSS CHANNEL DESIGN
CHECKLIST 14-5. FREQUENTLY ASKED QUESTIONS

Download the recommended tools and checklists here.

PART FOUR

CHAPTER 15: SCREEN TO SCREEN CULTURE. THE TRANSFORMATION FROM A VERBAL TO A VISUAL ENVIRONMENT.
CHECKLIST 15-1. CHECKLIST OF BELIEFS
ASSESSMENT 15-1. TALENT QUALIFICATIONS
CHECKLIST 15-2. RETENTION TACTICS
CHECKLIST 15-3. PERFORMANCE STANDARDS

CHAPTER 16: SCREEN TO SCREEN PRESENTATIONS. HOW TO ENGAGE PARTICIPANTS FACE TO FACE.
CHECKLIST 16-1. A/V CHECKLIST
CHECKLIST 16-2. PRESENTATION ERRORS
CHECKLIST 16-3. TAKE CONTROL WITH VISUALS
CHECKLIST 16-4. LIVE POLLING
CHECKLIST 16-5. VIRTUAL PANELISTS

CHAPTER 17: SCREEN TO SCREEN MEETINGS. HOW TO INFLUENCE DECISIONS DURING LIVE MEETINGS.
CHECKLIST 17-1. REMOTE MEETINGS CHARACTERISTICS
CHECKLIST 17-2. ABSENTEE PREVENTION
CHECKLIST 17-3. VENUE OPTIMIZATION
CHECKLIST 17-4. FACILITY UPGRADES

CHAPTER 18: SCREEN TO SCREEN WEBINARS. HOW TO IMPROVE THE EXPERIENCE DURING WEBINARS IN ORDER TO GET RESULTS.
CHECKLIST 18-1. WEBINAR SETUP
CHECKLIST 18-2. WEBINAR BEST PRACTICES
CHECKLIST 18-3. WEBINAR FOLLOW UP

CHAPTER 19: SCREEN TO SCREEN MARKETING. HOW TO CREATE GROWTH OPPORTUNITIES FROM CONVERSATIONS
CHECKLIST 19-1. TOOLS TO RECORD CONVERSATIONS
CHECKLIST 19-2. VIDEO RECORDING TIPS
CHECKLIST 19-3. REPURPOSE WHITEBOARD SKETCHES

CHAPTER 20: SCREEN TO SCREEN METRICS. THE NUMBERS YOU NEED TO KNOW, IMPROVE, AND MASTER.
CHECKLIST 20-1. PRIORITIZED CHECKLISTS
CHECKLIST 20-2. CUSTOMER BENEFITS
CHECKLIST 20-3. PERSONAL BENEFITS

Download the recommended tools and checklists here.

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This book contains actionable checklists, ways to measure performance, and ideas to help you use the latest technology to increase sales.