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. 

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.

Outline of This Episode

• [0:33] Steve Brossman, Sales Coach and Best-selling author
• [3:35] What is “buying energy?”
• [9:39] Creating buying energy 
• [11:58] Get the DNQC process working for you
• [19:57] The best way to get your prospect on the same page as you
• [24:12] Tech tips for on-screen annotation during sales calls

Connect with Steve Brossman

• Steve’s website: https://stevebrossman.com/ 
• Get Steve’s “Back Pocket Guide to Virtual Selling”
• Steve’s YouTube Channel: https://www.youtube.com/c/SteveBrossman/featured 
• Steve’s book “Exceed”
• Steve on Twitter: https://twitter.com/SteveBrossman 
• Follow Steve on LinkedIn

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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