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Virtual Selling Skills (VSS)

Most sales reps were thrown into remote sales environments without any preparation, and now they're struggling to connect, engage, and close deals through a screen. ASLAN’s Virtual Selling Skills program equips your team with the advanced skills and strategies to overcome the 18 unique challenges of digital selling. This isn't about better Zoom backgrounds. It’s about mastering a completely different approach to influence customers in a digital-first environment.

The Game Changed, But Most Sellers Didn't

What worked face-to-face simply doesn't work on a digital sales call. Your customer's attention span is shorter, their ability to multitask is greater, and their emotional connection to you is weaker. 

But the opportunity is massive. With 80% of B2B buyers now preferring a virtual sales process, the organizations that master this new environment will leave their competitors behind. The question isn't whether you'll sell virtually. It’s whether you'll do it exceptionally well.

8/10
B2B buyers prefer a virtual sales process
67%
of the buyer's journey now happens without direct seller interaction

The Unique Challenges of Digital Selling

Even experienced sales professionals struggle with the unique challenges of remote selling. These are the patterns we see again and again:

Engagement fades. Receptivity disappears.

Without face-to-face interaction, customer attention wanders and emotional connections weaken, making it harder to create the receptivity needed for influence in virtual environments.

Access to decision-makers becomes more difficult

When you can't walk the halls or take someone to lunch, navigating organizations and connecting with key stakeholders requires completely different virtual selling strategies.

The truth becomes harder to uncover

Standard discovery questions lead to surface answers in virtual calls. Reading body language on screen takes a different set of skills.

Traditional presentations fall flat

PowerPoint decks and feature-heavy demos that worked in person often fall flat in remote selling. They rarely create the same emotional impact.

The Unique Challenges of Digital Selling

Even experienced sales professionals struggle with the unique challenges of remote selling. These are the patterns we see again and again:

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Engagement fades. Receptivity disappears.

Without face-to-face interaction, customer attention wanders and emotional connections weaken, making it harder to create the receptivity needed for influence in virtual environments.

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Access to decision-makers becomes more difficult

When you can't walk the halls or take someone to lunch, navigating organizations and connecting with key stakeholders requires completely different virtual selling strategies.

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The truth becomes harder to uncover

Standard discovery questions lead to surface answers in virtual calls. Reading body language on screen takes a different set of skills.

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Traditional presentations fall flat

PowerPoint decks and feature-heavy demos that worked in person often fall flat in remote selling. They rarely create the same emotional impact.

Built for the Unique Challenges of Remote Sales

Change is hard, especially when it comes to transforming how your team sells. Most virtual selling training focuses on technology tips and tricks without addressing the core challenges. Virtual Selling Skills by ASLAN changes the game by equipping your team with the comprehensive skills needed to thrive in digital sales environments.

01

Drive Engagement & Connection

We've answered the toughest question regarding virtual selling: how do you create the same level of engagement and opportunity to build relationships in a digital world? Our program provides specific frameworks for creating authentic connections through a screen.
02

Built for the 18 Unique Challenges

Since day one, ASLAN has been developing programs for inside sales because we understand remote selling requires a new set of skills. We've identified and addressed the 18 specific barriers that only exist in virtual environments.
03

Customized to Your World

Generic advice doesn't cut it. We tailor the program to your specific digital selling environment, your products, and your customers' virtual buying journey to ensure immediate relevance and application.
04

Tools that Transform

From the 10-30-3 introduction framework to the AAA method for unreceptive customers, we provide practical tools your team can apply immediately to see measurable results in their remote sales conversations.

Measurable Results in Virtual Sales Performance

44% Increase in Rep Performance

By equipping your team with the specific skills needed for virtual sales conversations, you'll see an average 44% improvement in overall sales performance.

Restored Confidence

Sellers who understand how to navigate remote sales environments approach each call with confidence rather than apprehension, leading to more proactive outreach and engagement.

Higher Win Rates

By mastering virtual discovery and digital presentation skills, reps significantly increase their ability to advance and close deals in a remote environment.

Reduced Turnover

When reps have the skills to succeed in today's digital selling environment, job satisfaction increases and turnover decreases, saving significant recruitment and training costs.

Comprehensive Virtual Sales Training for Your Entire Team

ASLAN provides prospecting skills training for:

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Field Sellers shifting to hybrid or remote sales roles

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Inside Sales Reps

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Account Managers working in digital environments

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Sales Leaders guiding remote teams

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Pre & Post Sales Tech Support conducting virtual demos

What Will Sellers Learn with ASLAN’s Training?

This program equips your team with the specific skills needed to influence, grow accounts, and improve win rates in virtual environments.

01

Role: Becoming a Trusted Partner

Understand the #1 barrier to remote selling—customer receptivity—and learn to shift from relationship manager or "billboard" to trusted partner by becoming Other-Centered®, relieving pressure, and developing the expertise to lead digital sales conversations.
02

Engage: Get More Meetings

Master the Rules of Engagement based on neuroscience, determine the best virtual access strategies, and learn to position remote sales calls using the 3 elements that drive response rates (it's not about your solution).
03

Discover: Uncovering the Truth

Learn the discovery framework specifically designed for virtual sales meetings, master advanced questioning techniques to uncover unfiltered truth, and interpret non-verbal communication in digital environments.
04

Building Value: Delivering a Virtual Presentation

Create and deliver compelling virtual sales presentations using our proven framework to grab attention, position yourself as a thought leader, and emotionally engage customers in the impact of your solution.
05

Tech Tips: Tools & Strategies

Create a professional online sales brand, leverage tools to drive engagement in remote meetings, minimize technology problems, and develop a technology checklist of best practices for cameras, lighting, and more.
Want the full curriculum?

Download the Virtual Selling Skills Program Overview.

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What Sales Training Formats Are Available?

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Onsite

Classroom delivery is immersive by design. It's not about lectures. It’s about doing. Reps learn through real-world role plays, group discussions, and hands-on activities that shift mindsets, build confidence, and accelerate real change in their digital selling approach.

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Virtual

Working with a remote sales team? Our virtual training delivers the same impact as the classroom—live, interactive, and led by an ASLAN instructor. Whether your reps are across town or across the globe, they'll get hands-on learning that sticks.

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On-Demand Learning

Looking for a self-paced option? Our on-demand training delivers everything we teach about remote selling, packaged into bite-sized, easy-to-follow modules. Reps get practical, role-specific guidance they can apply right away, anytime, anywhere.

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Train the Trainer

Already have internal resources in place? We've got you covered. Our virtual selling content can be packaged for your team, and with our three-cycle certification process, your trainers will be equipped to coach, lead, and drive lasting change from the inside out.

Client Spotlight:
Putting Virtual Selling Skills to Work

"Just because you can sell in person doesn't mean you can sell virtually. We learned this the hard way when our entire field team suddenly had to operate in remote sales environments. After implementing the VSS program, our team's virtual meeting acceptance rates increased by 37%, our digital sales win rates improved by 22%, and perhaps most importantly, our reps' confidence in remote selling was completely restored. They now approach virtual sales conversations as an opportunity rather than a limitation."

VP of Sales, Technology Services Company

2025-Top-Sales-Training-Ribbon

Award-Winning Training for Remote Sales Success

Our methodology goes beyond traditional sales tactics by helping representatives connect with customers in virtual environments. This authentic, customer-focused approach to remote sales has consistently earned us recognition from Selling Power Magazine as one of their Top Sales Training Companies every year since 2013.

See how our approach can transform your team.

Common Questions About Remote Sales Training

What are virtual selling skills?

How does the VSS program develop virtual selling skills?

How can virtual selling skills improve our sales outcomes?

How do virtual selling skills differ from traditional sales techniques?

How does the VSS program support long-term adoption?

Can virtual selling effectiveness be measured?

Can VSS be customized for different industries or selling environments?

How long does it take to see results after implementing virtual selling skills?

Have more questions or want to see if VSS is right for your team?

Virtual Sales Training That Works

1
Prepare
2
Ignite
3
Transform
1Prepare

ASSESS | ALIGN | CUSTOMIZE

Your organization is unique. Your people are unique. You need a rep and leadership development plan that is built specifically for your remote sales environment. Pre-work will be assigned so that all leaders and reps come prepared to learn, having established baseline knowledge of our process, approach, terms, and more.

During the Prepare phase, we take a comprehensive approach to understand your unique challenges and align leadership to set the foundation for lasting change.

  • Discovery: We begin by identifying what's happening on the front lines: what's working and what's not in your virtual sales efforts. This includes assessing your reps' current remote selling approach and gathering insights to tailor the program for maximum relevance.
  • Leadership Alignment: Engaging leadership early to ensure buy-in and long-term support for the virtual sales training.
  • Customization: Tailoring content and activities to meet the specific needs of your team, industry, and digital selling environment.

Transform Your Team's Remote Sales Performance

Transform your sales approach for today's digital-first world with the Virtual Selling Skills program: your complete solution for mastering the art and science of selling through a screen. Just because you can sell in person doesn't mean you can sell virtually. Let's change that.

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