Introduction

Selling is demanding, even under the best circumstances; the challenges compound in the face of uncertainty. Sal es professionals have been thrust into a new way of engaging prospects and customers — one that centers on building and maintaining relationships without in-person meetings, conferences or events.

In this new reality, we are all Inside sellers, regardless of our previous roles.

We see this shift playing out on LinkedIn in the for m of significantly higher activity, overall and within the sal es community.

For sal es leaders, adapting to this new reality means helping our teams build trusted relationships virtually, which is a new skill for many. There is no standard playbook. This workshop will help you fortify your team, your customer relationships and your business during challenging times.

Course Objective

• Develop essential qualities and tactical skills required as an Inside Sales professional – turning leads into customers
• Understand and use Inside Sales tools and technology to qualify buyers effectively 
• Know the challenges facing Inside Sales professionals
• Learn Inside Sal es questioning techniques and approaches to influence buying behaviour
• Build confidence and manage call reluctance as an Inside Sales professional
• Demonstrate effective cross-selling and up-selling techniques to drive revenue

Course Content

• Get high-quality leads – Latest Tools & Techniques 
• Innovative outreach ideas  
• Reach out to primary decision-makers  
• Understanding customer expectations
• Opening and rapport building techniques through various touch points.  
• Connecting with both Inbound and Outbound Calls 
• Deeper Understanding of the Customer 
• Positioning Value that Differentiates 
• Build trust and rapport digitally with Customers
• eRelationships: How to Engage and Dialogue with Clients Online
• How to overcome challenge of Competitors 
• How to
  • Nurture leads 
  • Follow-ups with the prospects 
  • Make a cold call and
  • its pitch  – We work with you on your scripts 
• Creating a repository with
  • a virtual pitch,
  • updated messaging,
  • useful blog posts,
  • reports from trusted sources.
• Presenting ideas effectively and asking the right questions to influence customers 
• Customising Sales presentation for Inside Sal es
• Negotiation Strategies to Overcome a Customer’s Objections and Close the Sal e
• Understand and Manage common customer objections and price issues
• Identify opportunities to Cross-sell and Up-sell  
• Inside Sal es approaches to effectively close Sal e