<h1 class="entry-title"><span>Learning Track:</span>Inside Sales</h1>

Duration: 20 hours

Inside sales are often the tip of the sales arrow for a company. They can be the very first contact with a potential customer. Many companies also use inside sales to manage smaller transactions or a specific portfolio of products. Most Inside sales teams share a common goal – to reduce the cost of sales. As such, they operate at the end of a phone and are focused on making sales in the minimum amount of time. But they also need to be on the lookout for larger opportunities that they can transfer to their field sales colleagues. So being able to ‘spot’ opportunities and provide relevant early qualification data has huge value.

The goal of the Inside Sales learning track is to help the indirect channel increase their productivity and business impact.

This means:

  • Being able to ask focused, relevant questions
  • Be able to use influencing skills to increase the impact of communications
  • Linking solutions to what matters and motivates customers
  • Quantifying and selling value
  • Handling objections
  • Becoming a consummate story teller
  • Negotiating with a strategy and winning tactics
  • Uncovering decision maker motivation and relating solutions
  • Identifying larger potential sales opportunities for the direct sales channel

Inside sales people need to quickly qualify opportunities, get to the heart of the value their solution could deliver to their customer and effectively handle objections. They need to be able to develop excellence in their questioning skills to lead and influence their customers towards the sale.

Courses included in this learning track:

Questioning Skills

Overview:

This module utilizes a structured questioning model to reveal the customer's pain, the impact of that pain and to help guide them towards your solution. It will help you to quickly identify what is needed to win the business and lead your customer towards the value you can deliver with your solution.

Learning Outcomes:

  • Confidently utilize structured questioning
  • Be able to constructively build anxiety around the customer’s issues to motivate action
  • Be able to lead your customers towards your offering
  • Help you to quickly identify the business impact of your customer’s pain
  • Establish credibility and gain access to a broader range of stakeholders
  • Better qualify opportunities

Who this course is for:

Those in sales who need to understand the customer’s requirements, their needs and wants more fully by asking better questions, and in doing so, align their product/service and articulate the associated value.

Benefits to you:

Gain the ability to ask the right questions and to fully understand the customer’s requirements. Determine how your product or service aligns to their needs will allow you to realize the opportunity by focusing and prioritizing your resources on the deals worth engaging in and qualify out lesser opportunities.

Benefits to your organization:

Customers expect sales people to implicitly understand their business. Asking impactful questions allows sales professionals to gain an even better understanding and by doing so, enhance the reputation of the company and at the same time, differentiating themselves and the organization from the competition.

FREE TRIAL

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WHY eLEARNING

Enabling sales people to develop and refresh their skills without leaving the field.

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BROWSE LEARNING TRACKS:

Key Account Manager
Account Manager
Inside Sales
Field Engineer
Sales Manager
Sales Coach
Marketing
Consultant
À la carte
Executive

Here you can create the content that will be used within the module.