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Episode 271  |  30:18 min

The Art and Science of Virtual Selling with Steve Brossman

Episode Thumbnail
Episode 271  |  30:18 min  |  01.03.2022

The Art and Science of Virtual Selling with Steve Brossman

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This is a podcast episode titled, The Art and Science of Virtual Selling with Steve Brossman. The summary for this episode is: <p>Selling has changed over the last few years. No longer can we depend on the face to face opportunities to build rapport and gain trust. Virtual is the new thing and we have to adapt if we are going to survive as sales professionals. My guest on this episode is Steve Brossman, a former National Professional Track Champion, so he knows what it takes to compete and win and he applies that experience and knowledge to his role as a leading Sales Coach.&nbsp;</p><p><br></p><p>This conversation is aimed at helping you take your sales game virtual with effectiveness. There is an art to it as well as a science and Steve unpacks both. He shares how to increase buying energy before a sales call and the DNQC conversation flow, which Steve explains during our conversation.</p><p><br></p><h2>Outline of This Episode</h2><p><br></p><ul><li>[0:33] Steve Brossman, Sales Coach and Best-selling author</li><li>[3:35] What is “buying energy?”</li><li>[9:39] Creating buying energy&nbsp;</li><li>[11:58] Get the DNQC process working for you</li><li>[19:57] The best way to get your prospect on the same page as you</li><li>[24:12] Tech tips for on-screen annotation during sales calls</li></ul><h2><br></h2><h2>Connect with Steve Brossman</h2><p><br></p><ul><li>Steve’s website: <a href="https://stevebrossman.com/" rel="noopener noreferrer" target="_blank">https://stevebrossman.com/</a>&nbsp;</li><li>Get Steve’s “<a href="https://expertiseempire.aweb.page/p/428ebe3b-de9a-4110-af24-1623a5fea780" rel="noopener noreferrer" target="_blank">Back Pocket Guide to Virtual Selling</a>”</li><li>Steve’s YouTube Channel: <a href="https://www.youtube.com/c/SteveBrossman/featured" rel="noopener noreferrer" target="_blank">https://www.youtube.com/c/SteveBrossman/featured</a>&nbsp;</li><li>Steve’s book “<a href="https://www.exceedthebook.com/" rel="noopener noreferrer" target="_blank">Exceed</a>”</li><li>Steve on Twitter: <a href="https://twitter.com/SteveBrossman" rel="noopener noreferrer" target="_blank">https://twitter.com/SteveBrossman</a>&nbsp;</li><li>Follow Steve <a href="https://www.linkedin.com/in/stevebrossman/" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li></ul><h2><br></h2><h2>Connect With Mark</h2><p><br></p><ul><li>Follow Negotiations Ninja on Twitter: <a href="https://twitter.com/NegotiationPod" rel="noopener noreferrer" target="_blank">@NegotiationPod</a></li><li>Connect with Mark <a href="https://www.linkedin.com/in/markraffan/" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li><li>Follow Negotiations Ninja <a href="https://www.linkedin.com/company/negotiations-ninja-podcast" rel="noopener noreferrer" target="_blank">on LinkedIn</a></li><li>Connect on Instagram: <a href="https://www.instagram.com/negotiationpod/" rel="noopener noreferrer" target="_blank">@NegotiationPod</a></li></ul><p><br></p><p><a href="https://plinkhq.com/i/1300435924" rel="noopener noreferrer" target="_blank"><strong>Subscribe to Negotiations Ninja</strong></a></p><p><br></p>
Takeaway 1 | 02:27 MIN
Who is Steve Brossman?
Takeaway 2 | 05:17 MIN
What is buying energy?
Takeaway 3 | 02:47 MIN
The DNQC process and how to get it working for you
Takeaway 4 | 02:09 MIN
Getting your prospect on the same page as you
Takeaway 5 | 02:52 MIN
Tech tips for virtual sales calls