virtual selling training session

Virtual Selling Webinar

Virtual Selling Skills

A practical and engaging LIVE Webinar


Prior to the COVID-19 pandemic, most of us wouldn’t have considered conducting a “virtual sales meeting” when we had the opportunity to meet our clients in person, shake their hands and build rapport face to face.

However, with social distancing continuing for the foreseeable, we need to find new ways to connect and engage with our customers.

If you are new to a sales role and are looking to master the modern-day sales techniques, or as an experienced sales professional who is wanting to up skill around virtual selling, then this is the course for you.

This 1-day virtual workshop will provide you with an excellent foundation in the new-age selling skills required to connect with your clients, discuss and present your solutions and close sales over the phone and remotely.

This webinar is accredited by the Institute of Sales Management and is CPD Certified.


By the end of this workshop, you will be able to:

  • Understand the end to end virtual sales process
  • Identify the 6 stages of the consultative selling model and how to apply this when selling remotely
  • Develop the skills to sell effectively over the phone and via virtual meetings
  • Develop effortless rapport with your clients and connect and engage with them remotely
  • Develop effective questioning and listening skills to drive a sales conversation
  • Overcome current and future objections raised by COVID-19
  • Identify ways to close more sales during and after COVID-19

Workshop Outline

9.00am – 10.30am
Modern Day Selling Skills

  • Understanding the end to end sales process:
    • What are the stages?
    • Understanding how your customers think, process information and make decisions
  • Understanding and accepting the current COVID-19 situation:
    • Identifying the impacts this will have on your current approach and how you sell
    • Identifying the change in approach needed and aligning this with the skills needed
  • Challenges associated with “selling” using the telephone and remotely:
    • What are the challenges and how can we overcome them?
  • Understanding the stages of the consultative selling model and how to apply this when working remotely:
    • What are the stages and how do these relate to your role?

11.30am – 1.00pm
Structuring Your Calls & Virtual Meetings

  • Developing your communication skills for remote engagements:
    • Communication styles reviewed – via email, phone and virtual meeting
    • Developing a conversational style
    • Understanding and using partnership language with prospective clients
  • Positioning – Opening your interactions, with purpose and impact
  • Building – Creating a positive first impression and developing rapport:
    • Building rapport over the phone and via virtual meeting
    • Using the right tone and inflection to build empathy
    • Using a calling/meeting framework rather than a script
  • Discovering – Questioning and listening techniques that uncover information:
    • Different types of questions and their purpose
    • The needs dialogue process what is important to them
    • Active listening – are you really doing this?

2.00pm – 3.30pm
Evolving The Sale

  • Presenting – Using this information to progress the sale:
    • Tailoring your communication to your understanding of the customer’s wants, needs, key drivers and timeframes
    • Using influencing language and motivating others to act
    • Building the value of your offering throughout to avoid future objections
  • Maximising on each opportunity:
    • Looking beyond the obvious need
    • Spotting additional upsell opportunities “in passing”
  • Resolving & Securing – Dealing with common obstacles during and after COVID-19:
    • Creating urgency in the sale
    • Identifying positive signals from your customer
    • Asking for the business in the right way
  • Action planning and making it happen

Your Virtual Facilitators

Profile Mark

Mark Williams

98% Feedback Score From Last 20 Webinars

With over 35 years in learning and development, Mark has delivered highly engaging and action-centred virtual and blended training programmes for many international clients including Virgin Atlantic, Xerox and Genus ABS.

Profile Lisa

Lisa Thompson

98% Feedback Score From Last 20 Webinars

Lisa is an expert in highly engaging and practical virtual training, having delivered application-focused sessions on virtual selling skills, modern day sales processes and consultative selling skills for global clients within retail, pharmaceutical and hotel and leisure.

Upcoming Dates & Booking

8th September 2020
9.00am – 3.30pm BST

£295 + vat



Make An Enquiry

Big Impact


Sales Improvement Through COVID-19


I am sat this morning doing final preparations to present to 200 senior leaders within the organisation tomorrow, and find myself referring to your training materials.

We are sharing best practice from the UK on why we have been able to embrace virtual meetings so quickly, as for many this new normal is still not working. A lot of our success is down to the training we have had from MTD.

Everyone has loved your trainer’s down to earth style, the pace of the training, and both the content and delivery. I would highly recommend (and will be doing) that any company that is serious about business, needs to seriously invest in your training.

I will be sharing some of your top tips for successful meetings, as they are so practical – yet so easily overlooked. My colleagues are from international operations, so this practical advice and recommendation will be reaching a long way.

I can also see a very nice sales improvement developing over the last 6 weeks.quote

So a huge thank you please pass on my comments to your senior leadership team. It is important they know just how impactful this has been.

Sue Cunliffe
National Strategic Account Manager
Novo Nordisk


CPD logoISM logo

ISM & CPD Certified

This webinar is accredited with the Institute of Sales Management (ISM) and is also certified by the CPD (Continued Professional Development.) This means that it meets their high standards of design and delivery.

All attendees of this webinar will receive a formal certificate from the ISM and CPD.

Webinar Features

Document icon
Pre-Session Activity
Chat icon with graph
Polls & Questions
live chat icon
Hand Up Q&A


Relations icon
Interactive Exercises
zoom in icon
Case Studies & Examples
Video icon
Recorded For Future Playback


Chat icon
Delegate Workrooms
presenter icon
LIVE Presenter
Plan icon
Post-Session Action Plan


Take Away Actions & Notes
player icon
Embedded Content
award icon

Make An Enquiry

Upcoming Dates & Booking

8th September 2020
9.00am – 3.30pm BST

£295 + vat


More Webinar Open Courses

Telephone Selling Skills

Telephone Selling

This 1-day virtual course will help you develop the essential telephone selling skills required to handle inbound calls, make outbound calls and set appointments over the phone – with specific tips and techniques to support you throughout and long after COVID-19. Accredited by the Institute of Sales Management and CPD certified.


Key Account Management

Key Account

If you are responsible for managing and developing accounts then this 1-day virtual workshop is the ideal course for you. Develop the skills, behaviours and techniques to maximise the profitability from the accounts that you manage – with tips and techniques to support you during and after COVID-19. Accredited by the Institute of Sales Management and CPD certified.


Make An Enquiry

If you've got any requirements in mind please call us on 0333 320 2883 or complete our enquiry form below and we will get back to you with some options.