
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.
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:

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.
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.
Drive Engagement & Connection
Built for the 18 Unique Challenges
Customized to Your World
Tools that Transform



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:

Field Sellers shifting to hybrid or remote sales roles

Inside Sales Reps

Account Managers working in digital environments

Sales Leaders guiding remote teams

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.
Role: Becoming a Trusted Partner
Engage: Get More Meetings
Discover: Uncovering the Truth
Building Value: Delivering a Virtual Presentation
Tech Tips: Tools & Strategies




What Sales Training Formats Are Available?

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.

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.

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.

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

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?
Virtual selling skills are the abilities needed to effectively sell products and services through digital channels without face-to-face interaction. These include remote relationship building, digital communication expertise, virtual presentation mastery, and the ability to read and respond to non-verbal cues in online sales environments. Unlike traditional selling skills, virtual selling requires adaptations to overcome the unique barriers created by physical distance and technology interfaces. These skills are crucial for sales professionals in today's increasingly digital business landscape.
How does the VSS program develop virtual selling skills?
The Virtual Selling Skills (VSS) program develops remote sales capabilities through a structured approach focusing on:
- Mindset shifts that reframe digital selling as an opportunity rather than a limitation
- Advanced techniques for establishing connection and trust through virtual channels
- Specific frameworks for conducting effective remote discovery
- Presentation methods designed to create emotional impact in virtual sales settings
- Technical proficiency with online selling tools and platforms
Training sessions include role-plays of actual customer scenarios, practice with virtual meeting platforms, and techniques for overcoming common remote selling obstacles.
How can virtual selling skills improve our sales outcomes?
Sales teams that master remote selling consistently achieve:
- Higher Meeting Acceptance Rates: By positioning value effectively in initial digital outreach
- Improved Discovery Results: By using advanced techniques to uncover genuine needs virtually
- Shorter Sales Cycles: By maintaining momentum despite physical distance
- Higher Close Rates: By creating emotional impact through virtual sales presentations
The VSS program is designed to instill these skills, transforming how your team approaches every aspect of the online sales process.
How do virtual selling skills differ from traditional sales techniques?
Remote selling requires fundamentally different approaches in several key areas:
- Engagement: Without physical presence, creating and maintaining attention requires specific digital techniques
- Trust Building: Relationship development happens differently through virtual channels
- Discovery: Reading subtle cues and uncovering truth requires enhanced questioning skills for online environments
- Value Demonstration: Creating emotional impact requires different remote presentation frameworks
The VSS program helps sales professionals make this shift from face-to-face to virtual selling, ensuring they maintain effectiveness regardless of channel.
How does the VSS program support long-term adoption?
The VSS program not only equips participants with skills during training but also offers:
- Post-Training Support: Including follow-up coaching and mentoring for remote selling
- Digital Resources: On-demand learning modules for virtual selling skill reinforcement
- Manager Enablement: Equipping sales leaders to coach and reinforce online sales techniques
Can virtual selling effectiveness be measured?
Yes, remote selling effectiveness can be evaluated by tracking:
- Virtual Meeting Acceptance Rates: Are more prospects agreeing to digital sales meetings?
- Virtual Sales Cycle Length: Are deals progressing efficiently despite physical distance?
- Digital Engagement Metrics: Are prospects actively participating in online interactions?
- Close Rates from Virtual Sales Processes: Are remote selling efforts converting to revenue?
The VSS program helps teams track and measure these metrics to ensure sustained success in virtual sales environments.
Can VSS be customized for different industries or selling environments?
Absolutely. While the foundational skills remain consistent, the VSS program is highly adaptable to specific industries, buying processes, and customer types. We tailor content to your unique digital sales challenges and customer scenarios, ensuring relevance and practical application.
How long does it take to see results after implementing virtual selling skills?
While many teams see immediate improvements in virtual meeting effectiveness, measurable business results typically emerge within 4-6 weeks as remote selling skills are reinforced and applied consistently. The VSS program includes ongoing coaching and reinforcement to help teams sustain and build on initial improvements.
Have more questions or want to see if VSS is right for your team?
We're here to help! Whether you're curious about the program details or wondering how virtual selling skills can transform your team's performance in digital environments, let's talk.
Schedule a complimentary consultation with one of our experts to get personalized guidance and see how the VSS program can fit your unique remote sales needs.
Virtual Sales Training That Works
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.
EMBRACE | EXPERIENCE | EXECUTE
- Workshop Training: Our hands-on workshops ignite the desire to change and build the foundational skills needed for effective virtual selling.
- Interactive Experiences: Participants engage in role-plays, group exercises, and scenario-based learning to practice online selling techniques in real-world contexts.
- Skills Reinforcement: Real-time feedback and collaborative exercises ensure that new virtual sales skills are immediately applied.
COMPREHEND | APPLY | MASTER
ASLAN+ Sustainment Plan
The journey doesn't end with the workshop. Our ASLAN+ Sustainment Plan provides ongoing coaching, on-demand resources, and AI-driven support to help your team embed new virtual selling skills into daily routines. The platform's AI-powered coaching and just-in-time resources ensure your team consistently applies what they've learned, driving long-term behavioral change and measurable results.
Discover how ASLAN+ can keep your team performing at their best in remote sales.
- Comprehension: Supported through mobile, AI-powered apps, digital learning curricula, and webinars to reinforce virtual sales concepts.
- Application: Practical tools and micro-learning modules ensure skills are consistently applied in digital selling environments.
- Mastery: Frontline leaders are equipped to coach and support long-term success in virtual sales.
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.