Tel: 0844 394 8877

Boulden Management Consultants

Remote-Based Training

Virtual Sales Skills

holding an online sales meeting

Techniques for influencing customers in an online setting

Remote Course

Course Brochure Download
Brochure for Virtual Sales Skills
  • Master the art of ‘building rapport’ in a virtual world
  • Create a ‘strategy’ for using ‘sales stories’ to capture attention
  • Understand the significance of establishing your credibility


This fast paced, remote training programme, is designed to give participants a grasp of the skills needed to work with customers in a remote context.

The training will help participants to make a connection with clients when working via Teams/Zoom etc., demonstrate a professional presence online and explain to decision makers how their products ‘add value’ to their customers.

The training consists of:

  1. An E-learning Module that people do as pre-work. (This is in the form of a pdf file that takes around 20-30 minutes to complete.)
  2. A four-hour-long, live Zoom Workshop, (with a 30-minute break halfway through) where we briefly review the theory covered in the pre-work and then carry out a series of role plays and case studies.

Learning objectives

By attending this highly interactive remote course you will:

  • Acquire insights into the technical aspects of remote working
  • Discover how to use your on-screen body language to connect with clients
  • Gain ideas about how to develop a positive social media profile
  • Learn how to use small talk to build rapport
  • Understand how an IFAB sequence can help you sell your product

Who should attend?

This course is ideal for anyone who wants to grasp the skills needed to sell to customers in a remote, or hybrid, setting.

Projecting professionalism remotely

How to look professional in a virtual environment.

  • Understand the challenge being faced
  • Get the technical aspects right
  • Present a positive image
  • Talk with confidence and pride

Exercise: presenting a positive image

Establishing your credibility

How to present yourself as a competent person in a virtual environment.

  • Positive Social Media Profile
  • Acceptance Prophecy
  • Soften Technique
  • Credibility Statements

Exercise: drafting Credibility Statements

Building rapport online

How to establish a personal ‘connection’ in a virtual environment.

  • Matching Values
  • Leading Values
  • The power of Small Talk

Exercise: Matching & Leading Values

Effective questioning strategies

How to uncover the customer’s wants, needs and desires: Using Logical Levels Questions.

  • Logical Levels Questions
  • Moving in 3 directions
  • Logical Levels Example
  • Six-Step Interview Process
  • Shaping the customer’s views

Exercise: practise at doing Logical Levels Interviews


Capturing attention with sales stories

Understanding how stories can help to connect with the customer.

  • Sales stories explained
  • Sales story structure
  • Key story telling techniques

Exercise: practise at telling sales stories

Explaining value to customers

Explaining to customers how you can ‘Solve Their Problem’.

  • IFAB Sequences
  • IFAB Sequence example
  • Business Benefits vs Personal Benefits

Exercise: practise at writing an IFAB Sequence


This programme is delivered in a remote format.

Where appropriate, we conduct interviews and facilitate focus groups to gather information with which to write bespoke case studies that precisely reflect the culture and work environment of the participants.


Feedback is based upon peer reviews using Boulden Assessment Checklists. Completing the Boulden Assessment Checklists is not only valuable to the people involved in a given case study, it also helps those completing them to gain an in-depth understanding of skills used by excellent sales people.

Follow up Coaching Support (Practise makes perfect)

The workshop can be followed by a 3/4-month-long group coaching activity (using the Action Learning Philosophy). This involves delegates trying out the skills from the workshop in real life situations and getting support and guidance from their peers and the consultant as they do so. If this option is selected there is a Closure Workshop at the end of the coaching phase where delegates present how they have applied the techniques learned on the course into their daily work routine (using the Most Significant Change methodology).

Remote Training

All of our workshops can be delivered as Remote Training via e-learning modules plus Zoom based virtual workshops. Please see our Virtual Training page for more information.


Further information on this course is available by contacting
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877