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Virtual selling rewards the rep who leads.

90% of sellers are still perceived as vendors, even after months working an account, and a screen makes that harder to change. Virtual Selling Skills equips your reps to build trust, run discovery, and deliver value when they can't be in the room.

Your reps will learn to:

  • Lead a sales conversation with a customer they've never met in person
  • Earn virtual meetings with the decision makers who matter
  • Run discovery that gets past surface answers on a video call
  • Deliver a virtual presentation that lands

What Is Virtual Selling Skills Training?

ASLAN's Virtual Selling Skills (VSS) program applies the same Other-Centered® methodology as Other-Centered® Selling (OCS) to remote and hybrid selling. It equips reps to build trust, run discovery, and deliver a compelling presentation through a screen. VSS addresses the barriers that only show up in virtual environments, like fading engagement and harder-to-read signals. Other-Centered Sellers outperform peers by +44% overall.

A Screen Makes It Harder to Be More Than a Vendor

Buyers are already harder to reach. 82% of sellers report increased buyer resistance, and 90% of sellers, even after months of working an account, are still perceived as vendors.

On a video call, attention is shorter, it's easier to multitask, and the emotional connection is weaker. What worked face-to-face often doesn't work through a screen. Sellers who learn to create receptivity virtually have a clear advantage.

90%
of sellers are still seen as vendors
82%
of sellers report increased buyer resistance

The Unique Challenges of Digital Selling

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

Engagement fades. Receptivity disappears.

Without face-to-face interaction, attention wanders and emotional connections weaken, which makes it harder to create the receptivity needed to influence anyone.

Decision makers get harder to reach

When you can't walk the halls or take someone to lunch, reaching the people who matter takes a different set of strategies.

The truth gets harder to uncover

Standard discovery questions get surface answers on a video call, and reading body language on a screen takes a different set of capabilities.

Traditional presentations fall flat

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

The Unique Challenges of Digital Selling

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

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Engagement fades. Receptivity disappears.

Without face-to-face interaction, attention wanders and emotional connections weaken, which makes it harder to create the receptivity needed to influence anyone.

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Decision makers get harder to reach

When you can't walk the halls or take someone to lunch, reaching the people who matter takes a different set of strategies.

ocscc-white-line

The truth gets harder to uncover

Standard discovery questions get surface answers on a video call, and reading body language on a screen takes a different set of capabilities.

ocscc-white-line

Traditional presentations fall flat

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

Built for the Challenges of Remote Sales

Most virtual selling training focuses on technology tips without addressing the core challenges. Virtual Selling Skills equips your team with the full set of capabilities to sell well in a digital environment.

01

Engagement & Connection

How do you create the same level of engagement, and the same chance to build a relationship, in a digital world? The program gives reps specific frameworks for building real connections through a screen.
02

Online Barriers

ASLAN has worked with inside and remote sellers for years. VSS addresses the specific barriers that only exist in virtual environments.
03

Customized

We tailor the program to your digital selling environment, your products, and your customers' virtual buying journey, so it applies from day one.
04

Practical Tools

From the 10-30-3 introduction to the AAA method for unreceptive customers, reps get tools they can use right away in their remote sales conversations.

Measurable Results in Virtual Sales Performance

+44% Performance

Other-Centered Sellers outperform their peers overall, and VSS applies the same method to remote selling.

Restored Confidence

Sellers who know how to navigate remote selling approach each call with confidence, which leads to more outreach and more engagement.

Higher Win Rates

With virtual discovery and presentation capabilities, reps are better equipped to advance and close deals remotely.

Reps Who Stay

When reps have the capabilities to succeed in digital selling, the job gets more satisfying, and that helps you keep good people.

For Teams That Sell Through a Screen

Enablement and L&D leaders bring in Virtual Selling Skills when more of the selling happens on video calls. The workshop is for:

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Field sellers moving to hybrid or remote 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- and post-sales tech support running virtual demos

What Will Sellers Learn in Virtual Selling Skills?

VSS follows the Other-Centered® Selling framework, adapted for the screen: four OCS capabilities (Trusted Partner, Engage, Discover, and Build Value) plus the tools and habits of selling virtually.

01

Trusted Partner: Earning the Right to Lead

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 building the expertise to lead digital sales conversations.
02

Engage: Getting More Meetings

Learn the rules of engagement, choose the best virtual access strategies, and position remote sales calls using the three elements that drive response rates, all built around the customer's problem.
03

Discover: Uncovering the Truth

Learn a discovery framework designed for virtual sales meetings, advanced questioning techniques to get honest answers, and how to read non-verbal communication on a screen.
04

Build Value: Delivering a Virtual Presentation

Create and deliver virtual presentations with a framework that grabs attention, positions the rep as a thought leader, and gets the customer emotionally invested in the impact of your solution.
05

Tech Tips: Tools and Strategies

Build a professional online presence, use tools that drive engagement in remote meetings, head off technology problems, and put together a checklist for cameras, lighting, and more.
Want to learn more?

Schedule a consultation to learn how this would look for your team.

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What Sales Training Formats Are Available?

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Onsite

Classroom delivery built around practice. Reps work through role plays, group discussions, and hands-on activities that build confidence and change how they sell digitally.

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Virtual

Working with a remote team? Our virtual training runs live with an ASLAN instructor. Whether your reps are across town or across the globe, they get hands-on learning that sticks.

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On-Demand Learning

Looking for a self-paced option? Our on-demand training packages what we teach about remote selling into short modules. Reps get practical, role-specific guidance they can use anytime.

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Train the Trainer

Already have internal trainers? Our virtual selling content can be licensed, and a three-cycle certification equips your team to deliver and coach it under an ASLAN license.

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

Selling Power Top Sales Training 2026
Sales Performance Gold Badge Transparent
2025 Market Guide for Sales Training Service Providers v2
2026 Watchlist web Large_AI Coaching & Learner Support Tools

Why Global Sales Teams Choose ASLAN

Training Industry named ASLAN to its 2026 Sales Training and Enablement Companies Watch List, citing ASLAN+ as the AI-powered coaching platform. ASLAN is also a representative vendor in Gartner's 2025 Market Guide for Sales Training Service Providers and holds 4.9 out of 5 on Gartner Peer Insights from 64 verified reviews, 95% of them five-star.

Across 30 years, ASLAN has delivered training to 100,000+ sellers in 47 countries and 17 languages.

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.

Win More Deals Through a Screen

If you own seller performance and your team sells remotely even part of the time, this is where receptivity gets hardest to build. Virtual Selling Skills equips your reps to create it, lead the conversation, and deliver value when they can't be in the room.

Tell us about your team and a member of our team will reach out within one business day.

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