{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"e021- CLOSING IN A VIRTUAL WORLD | Ed Bilat with James Muir, bestselling author, Vice President Sales at Essential Hub and CEO of Best Practice International","description":"James Muir is the founder and CEO of Best Practice International and the bestselling author of the #1 book on closing sales \u2013 The Perfect Close. James is a 30-year veteran of sales having served in every role \u2013 from individual contributor to executive VP. His mission \u2013 to make the complex simple. James has extensive background in healthcare where he has sold-to and spoken for the largest names in technology and healthcare including HCA, Tenet, Catholic Healthcare, Banner, Dell, IBM and others. &amp;nbsp; James is passionate, enthusiastic and fun. He likes to have fun while he works. Not only is James a lifelong student of sales, but he\u2019s also an accomplished guitarist, organic chemistry fan and fitness buff.&amp;nbsp; WHAT YOU WILL LEARN IN THIS EPISODE:  Mistakes salespeople make in the virtual selling&amp;nbsp; How to correct misconceptions about sales What the \u201c Ideal Advance\u201d is and why you need it What is the \u201cPerfect Close\u201d&amp;nbsp; for the virtual world The noble art&amp;nbsp; of storytelling and selling  &amp;nbsp; &amp;nbsp; SHOW NOTES [00:28] Introduction&amp;nbsp; [03:24] Business success stories that inspire him [03:32] \u201cThe story of Edwin C. Barnes\u201d [06:30] How James juggles through his roles [07:33] How he got drafted into sales [10:14] Mistakes salespeople make in the virtual selling [13:20] The Sales Call objective [13:53] How do you close business in a virtual world? [14:38] The best closing approach according to scientific research [15:16] The \u201c Ideal\u201d advance [24:12] How does storytelling come to play is his sales technique [25:01] Misconceptions about sales [28:35] \u201cSelling is an act of service\u201d [30:30] Challenges facing today\u2019s sales leaders [31:30] Contact info and book details &amp;nbsp; You can connect with James and get his book via his website ","author_name":"Storytelling for Sales Podcast","author_url":"https:\/\/storytellingsales.com\/","html":"<iframe title=\"Libsyn Player\" style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/16867634\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/forward\/render-playlist\/no\/custom-color\/87A93A\/\" height=\"90\" width=\"600\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>","thumbnail_url":"https:\/\/assets.libsyn.com\/secure\/content\/88855406"}