Our current operating environment demands a shift in the way we engage with and sell to customers. We no longer have the benefit of meeting and connecting face to face – options we perhaps took for granted in developing relationships and trust. The way we prepared for, engaged in, and followed up on customer dialogues and selling opportunities must adapt. Sales professionals must be equipped to break the artificial barrier that exists when selling in a virtual setting by using heightened selling skills to engage, personalize, and disarm customers. Virtual sales requires a significant shift in the use of traditional selling skills to create a more engaging and connected buyer experience.