- Hardcover: 320 pages
- Publisher: McGraw-Hill Education; 1 edition (October 23, 2015)
- Language: English
- ISBN-10: 007184788X
- ISBN-13: 978-0071847889
- Product Dimensions: 6.3 x 1.2 x 9.3 inches
- Shipping Weight: 1.6 pounds (View shipping rates and policies)
- Average Customer Review: 28 customer reviews
- Amazon Best Sellers Rank: #1,849,353 in Books (See Top 100 in Books)
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Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology Hardcover – October 23, 2015
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From the Back Cover
"Finally a book that provides the 'how to' in using the latest technology for strategic growth into new markets."
--James Dwiggins, CEO, NextHome Inc.
"The business of selling has changed. The problem is very few salespeople understand how the business has changed. Doug Devitre has the plan and lays it all out for you to see and more importantly how to implement it. If you’re not concerned about selling faster and more efficiently then there’s no need for you to read this book. If on the other hand you’re looking to close more sales faster than you need this book NOW."
-- Mark Hunter, The Sales Hunter and author of High-Profit Selling
"Relationship doesn’t have to be a casualty at the intersection of humanity and technology. Doug masterfully connects real sales skills with practical strategies for scaling your productivity and paydays. Don’t miss the opportunity to add this competitive edge to your arsenal. The future will belong to the sales rep who gets beyond connecting to technology and masters connecting through it. Grab this competitive edge. In fact, get a copy for everyone on your team."
--Roger Courville, CSP, and author of The Virtual Presenter’s Playbook
"Technology can get in the way even more if you don’t know how to use it confidently. Finally, a book has been published that shows you how to build trust with customers, demonstrate your skills and convert them to clients without gassing up the car to meet them. Screen to Screen Selling is a step-by-step guide that helps you select the right technology, conceptualize tough problems faster and develop new technical skills needed to be competitive in today’s housing market. It is a must read for every real estate professional."
--Steve Harney, Founder and Chief Content Creator, http://www.keepingcurrentmatters.com/
"Because of advanced technologies, selling today is slowly but surely moving from face-to-face, in-person selling to virtual selling. Doug Devitre’s new book on screen to screen selling is an incredible resource to help us master this new electronic form of selling. As most of our sales are over the phone and computer demonstrations, I quickly had my staff dig into Doug’s book to help us become more effective and efficient at screen to screen selling. It’s working!"
--Dr. Tony Alessandra, author of over 30 business books including Collaborative Selling
"Some of us have always known that selling remotely is the smartest way to sell. Now, there is no excuse for EVERYONE to do it. Screen to Screen Selling removes the barriers for salespeople who were reluctant to marry selling skills and strategy, the phone, and technology. Get it and master it before your competition does."
--Art Sobczak, author of Smart Calling
"Every sales professional should read this book. Doug DeVitre’s new book, Screen to Screen Selling is the most comprehensive and thoughtful work I have seen on the utilization of technology to sell one’s products and services. Don’t make yourself obsolete by ignoring the new ways to sell when the content of this book will give you a competitive advantage!"
--Don Hutson, coauthor of the New York Times #1 bestseller, The One Minute Entrepreneur, and CEO of U. S. Learning and Hall of Fame Speaker
"It’ll open your mind to what’s really possible today. Screen to Screen Selling is filled with info, tips and resources to help you leverage technology to increase sales."
--Jill Konrath, author of Agile Selling, SNAP Selling and Selling to Big Companies
"Online collaboration and presentation tools have matured along with internet connectivity such that screen to screen should be one of the main ways you communicate and collaborate. Doug provides the when, why, and how to use your computer to remotely meet with clients, coworkers and even friends and family. Read his book, apply the strategies you learn here and you may find that screen to screen provides you with a better quality of life and a very positive ROI."
--Glenn Sanford, Founder and CEO, eXp Realty
"Screen to Screen Selling is comprehensive is covering global trends, mobile solutions, customers’ expanding needs, and pragmatic sales metrics. I think it will become THE source for market leaders, start-ups, and early adapters."
--Alan Weiss, PhD, author, Million Dollar Consulting and 60 other books
"Screen to Screen Selling is the perfect step by step guide for selling in today’s technology driven world. Doug Devitre outlines how to successfully use your existing resources to garner the most business without compromising the customer experience."
--Eric Yuan, CEO, Zoom Video Communications, Inc.
"Old school selling was belly rubbing sales guys. Now the best sales professionals use screen-to-screen. Doug Devitre shows us how we can use technology, time, and tenacity to drive success in sales from anywhere."
–Jeffrey Hayzlett, Primetime TV & Radio Host, speaker, author and part-time cowboy
"The next generation of real estate is choosing smarter technology, raising the bar for the customer experience, and fine tuning skills to be more productive in an increasingly competitive marketplace. Screen to Screen Selling is the first book to pick apart the remote sales process and provide actionable and measurable checklists that will aid the astute real estate agent to increase sales and productivity."
--Stefan Swanepoel, New York Times best-selling author of Surviving Your Serengeti and Chairman, Swanepoel T3 Group
About the Author
Doug Devitre is the founder of Doug Devitre International, Inc. He was inducted into the National Association of Realtors Business Specialties Hall of Fame, awarded Entrepreneur of the Year from University of Missouri-Columbia, and bestowed the top honor of Certified Speaking Professional Designation by the National Speakers Association.
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Just wanted you to know that I have finally been able to start reading your
book and I'm really enjoying the content. Glad I downloaded it because I'm
able to highlight and notate and easily go back to it without having to
flip through physical pages
Also, as I am typing this, have your video playing on my TV streamed from
my phone! Love all the available wireless resources. I'm writing 4 days
of new curriculum for the GA GRI curriculum and I will absolutely be able
to use some of this and more of it individually with clients and training.
You just become more and more incredible and I'm so glad I connected with
you years ago! "-)
Definitely going to look in to the whiteboard! I have Android so will
search for it on that platform. Thank youj!!
It made for an enjoyable, actionable and thought-provoking read. Who benefits from a salesperson rushing around their territory (which can be even an entire country) running themselves ragged? Does the company benefit? Does the potential customer benefit? Unlikely. Technologies such as SKYPE today put the potential for face-to-face videoconference business meetings in the hand of every company and customer.
So much more can be done. Presentations can be made “live” online, split even between participants around the world, allowing true collaborative efforts to be taken. So a salesman could be in New York, presenting to the potential customer in Atlanta, who has a retained consultant in Los Angeles and a third-party integrator in Paris. A solution can be presented, questions asked, discussions raised and then followed-up as required. Why drag everyone to one location or, even worse, have one meeting and then rely on other sub-meetings to cascade the information about before sending the feedback back up the chain in a similar inelegant format. It does not make sense does it?
You might be in the same town. Yet why have a one-on-one meeting that takes up time from both sides just to hand over a brochure or sign a contract for a low-value deal? Politeness dictates you won’t just do that cold, so there is a fair bit of padding and shilly-shallying to wrap around the transaction. It costs both parties in any case…
Of course there are times when pressing the flesh is important, yet even as a buyer this reviewer can find a lot of physical sales interactions rather unnecessary, taking up my time and effort in the process. All in vain. There is nothing wrong with examining alternatives and trying to implement them. Keeping me happy as a buyer is surely the key to future business – I might be more amenable to a post-sale meeting when I’ve had the benefit of your product or service for some time, giving you additional feedback for your company AND the possibility of slipping in an additional buying suggestion or two that a specific cold-call attempt may not yield.
The potential exists to increase sales through increased productivity, efficiency and a really focussed degree of customer engagement. It may even save some money, although that is not the core requirement. A salesperson who works more effectively will be really able to focus on their key tasks, rather than sitting in an airport or cursing the latest traffic jam. Think how many hours are wasted in a given week on non-sales activities. Allowing them to truly better service their customers should make everyone happy, except maybe the company’s rivals who are stuck in a past-world mindset.
The author carefully notes that a lot of the advice and techniques detailed in this book is not just for sales people. Streamlined and effective communication can benefit so many different people in business life too. Invest a bit of time and trouble in this book and be prepared to get out a lot more than you might expect. Implementing the change may be the harder part. You won’t necessarily be able to effect change in every area overnight, but it will come, and you will be better armed for the tasks ahead.
All in all, this was a pleasant, unexpected find that was significantly better than what one expected (or should that be feared?)
I love the way he addresses the concept of selling today. “It is not about selling, it is about talking with someone. You don’t show services to a customer. You uncover needs from a customer. You don’t do something to a customer. You do something with a customer.”
In the book, Devitre addresses common objections to using video and shows viable solutions to make it work. I love the visualization he provides with before, during, and after the meeting. This is a good checklist to make sure you don’t omit important details of a video communication or important video business meeting.
Of course, technology is changing rapidly and already a few new tools are available that aren’t mentioned in the book. That is not a problem with the way Doug Devitre addresses the inevitable change that occurs. He has developed the infrastructure for his online community to connect with people around the world using, well, lots of technology. This is to be expected by his forethought and practical use of technology bring out solid business results. Get this book and you’ll be amazed at how timeless the principles and ideas are even in a subject that is changing rapidly.
If you are wondering about using video communication, this is a book you will want. If you’re already using video communication, I highly recommend getting to check what you’re doing right and what you might want to consider changing. This is a must-read book for anyone who is serious about selling in today’s hyper-video environment. - Terry Brock