THE GREAT INSIDE SALES COURSE

We’ve got more than 10 sales courses available (see sidebar to right for a sales course listing).  The GREAT Inside Sales Course is one of our most popular!

Inside Sales Course Description

Our highly-acclaimed GREAT Inside Sales Course contains a comprehensive set of sales fundamentals for inside sales professionals.  This sales course is typically 3 days in length and is tailored to client needs via pre-workshop interviews. Included are participant workbooks, tailored role-plays, simulations and a multitude of customized, leave-behind sales tools.

Inside Sales Competencies Developed

• Increase the number of opportunities and referrals generated
• Master the art of relationship selling
• Improve your selling process
• Boost success with decision makers
• Learn effective probing and inside sales techniques
• Outmaneuver competitors
• Decrease stalls
• Prevent objections
• Improve closing rates

Inside Sales Techniques Taught

• Lead qualification
• Developing trust and rapport
• Avoiding the common inside sales challenges with phone tag and voicemail
• Probing for needs and pain
• Presenting effective solutions
• Overcoming objections
• Creating urgency
• Closing sales and gaining commitments

Inside Sales Course Outline

GREAT Inside Sales and Service

• Describe how inside sales and service people successfully influence purchase behavior
• State why customers prefer people who listen well
• Explain his or her own top improvement goals for this sales course
• Cite at least two reasons why support people often can outsell professional salespeople
• Describe how product selling is different than GREAT Inside Sales and Service™
• Describe the GREAT Inside Sales Process
• List at least six ways to immediately boost sales
• Determine your personal earnings and activities goals

Getting GREAT Results:  Greeting Your Customer

• Explain the five steps to becoming a GREAT Inside Sales professional
• List the four key elements in the shopping sales cycle
• Understand your real competitors
• Learn at least six sources of leads
• Identify event marketing opportunities
• Learn the five characteristics of a prospect
• Develop a call opening that results in cooperation and conversation
• Describe four ways to develop a winning attitude
• List at least three time and territory management techniques
• Use at least six “words that work”
• Build confidence and overcome call reluctance

Developing GREAT Customers:  Relating to the Customer

• List at least three characteristics of each personality type
• Explain at least two ways to sell each personality type
• Know at least three words that are likely to be effective with each personality type
• Practice “role shifting” to better communicate with other personality types
• Describe how each personality type reacts to pressure (backup styles)
• Use the supplied inside sales course “cheat sheet” to instantly establish trust and rapport

Finding GREAT Opportunities:  Exploring Customer Needs

• Describe at least four reasons why Inside Sales Reps often talk too much
• List at least four techniques for improving listening skills
• Explain why salespeople’s performance often declines over time
• Cite reasons why premature prescriptions can be poisonous
• Learn effective listening techniques
• Discover the explore process
• Create a qualification questions list
• Develop at least five open and closed-ended questions
• Successfully use the Wide-Narrow Questioning Approach to elicit all customer needs
• Develop cost-justification questions for improved urgency
• Create questions for each personality type
• Explain specific questions that are appropriate for referral sources

Providing GREAT Ideas:  Advising Your Customer

• Define a feature, benefit, and potential benefit
• List at least two potential benefits for each personality type
• Describe how customers determine value and how to best influence their perceptions
• Learn how to financially justify your customer proposal
• Successfully translate customer needs into solutions via an effective “advise” statement
• Explain the three elements of advising a customer, including the transition statement
• Explain why inappropriate or premature mention of features can kill a sale
• Be able to effectively handle at least ten different customer objections
• Successfully counter each of the four different price objections
• Overcome price resistance, complaints, “I’m happy” and “Send me information”
• Discover ways of better handling objections and preventing them from occurring
• Use this sales course to experience and overcome feelings of personal rejection

Getting a GREAT Pay Raise:  Tying It All Together

• Describe the four levels of direct sales success
• Explain how to cope with rejection in a positive manner
• List at least three commitments to obtain if the buyer isn’t ready to close
• Develop and use at least two trial closes
• Describe and use at least five different closes
• Explain three ways to use installation set up as an additional sales opportunity
• Explain the concept of a “soft” close and demonstrate how to use the technique
• Recognize at least five closing cues
• Demonstrate effective cross-selling and up-selling techniques
• Effectively use the firm’s preferred ending statement while closing sales

What’s Included and Additional Sales Course Options

This Inside Sales Course Typically Includes

• Pre-workshop interviews and sales course tailoring
• Pre-workshop management meeting to solidify sales course agenda and content
• Professional instruction and facilitation by experienced sales training speakers and sales course authors
• Workbook/reference manual, prizes and all sales course materials
• Best inside sales training materials, strategies, skills, techniques and tools
• Small-group role-plays, feedback and coaching
• Highly-interactive format using accelerated learning techniques
• More than twelve group exercises, skits and case studies
• Six different games and contests
• Five role-plays
• Over 30 illustrative stories, jokes and anecdotes
• Post-workshop reinforcement, skills development and application plan

Tools Developed in this Sales Course

• Lead sources list
• Lower level call opening
• Decision maker call opening
• List of key business problems to prospect for
• Qualification questions list
• Probing and needs assessment questions
• Potential benefits for each personality type
• Voicemail ad
• Phone tag avoidance checklist
• Objections-responses list
• List of closes and commitments

Workshop Modules That Can Be Added to this Inside Sales Course

• Phone day program (on-the-phone prospecting)
• Networking and social networking skills
• Presentation skills
• Negotiation skills
• Selling against the competition
• Customer service sales training
• Sales management training seminar
• Sales team coaching skills
  

Sales Course Options and Upgrades

• Sales process development, testing and implementation
• Corporate sales consulting / sales consultant services
• Personalized inside sales training and coaching
• Salesperson certification and certification process
• Content-related pre and post training exams
• Inside sales course completion certificates and reference cards
• Inside sales course instructor manual, course license and train-the-trainer program

All Rights Reserved. The Sales Alliance Inc. San Diego, California.