Your Inside & Outside Sales Teams Making More Sales,
Wasting Less Time and Transitioning from Order-Taking
to Pro-Active Selling
Inside & Counter Sales
1: You, the Customer and What They Expect…
A look at the people side of business…how you think…how they think
and what they
expect from you.
Module 2: What are you supposed to do?
A clear understanding of your role as an inside/counter sales professional
tricks of the trade for managing your time.
Module 3: The Sales Process
Selling has specific steps that have to be done in order. The goal of this
module is to
make it easier for you to sell by showing you what the steps are; what you
need to do
at each phase and what is supposed to happen next.
Module 4: The Quote Process
Professional selling on the inside means doing the best you can with quotes.
show you how to do more with the opportunities you get.
Module 5: The Proactive Inside Sales Professional
You can have an impact on sales by the way you handle the inbound calls (and
We will show you ways to increase the value of the sale by presenting the four
of inside proactivity---upselling; companion-selling; cross-selling and dead/slow-
6: Handling Objections—Especially Price Objections
Objections are part of the sales job. We will show you why you should welcome
and more importantly, what to do when you get them.
Module 7: The Inside Sales Call
Sales calls are part of the job—even on the inside. We will show you
how they are
supposed to look and what you can do to increase the value of this important
the sales process.
8: Handling Complaints
Your job does not end with the sales—but when we have a satisfied customer.
module, we will show you how to turn bad situations into good ones—and
retain the customer in the process.
9: Inside Presentations
Whether you think you make presentations or not—you do. This module will
you to feel more confident when you have to give the customer the information
Module 10: The Inside/Outside Partnership
This section describes how to strengthen the partnership
between what you do and the outside sales team you
Sales for Field Salespeople
1: Start at the Beginning…Goals and Sales Plans
What is the job of a field sales professional? In this module, we lay it out
you including a special section on goal clarity and simple account planning.
2: Creating a Winning Value Proposition
To win, you have to be clear on why your solution is better than your competitors.
We will give you everything you need to develop and document your value
proposition—so you can begin fighting the price objection from the
Module 3: The Art of Selling
Most of this program is about the “science” of selling but we will
spend some time
working with you to create some ways that you can be more “likeable” with
4: The 6-Step Sales Process
In this module, we will expose you to a formalized (not scripted) sales process which
will help you to be more effective. We will discuss the first two steps of
process—and also show you how to improve your prospecting.
5: The Rest of the Story...
Here, we will show you the rest of the sales process (Steps 3-6) and show you
get more business—with less work.
Module 6: The Perfect Sales Call
The sales call is the building block of the sales relationship and we will
show you the
definition of a professional call and how to get more out of what you are doing.
Module 7: Telling Your
Presentations are part of what a sales professional does and we will give you
increase the quality of your presentations.
8: Fighting the Price Objection
The key objection is the price objection and we will give you many different
fight it—and win.
Module 9: Managing Your Time
As a sales professional, you know that your most important asset is your time.
the things you do that waste time and ways to get more out of your day without
Module 10: Sales Management Tools and You
You may think they are for managers only, but the tools they ask you
like itineraries, account profiles, target account lists and opportunity tracking
really for you. Learn how to make money from them.
1: Goals and Planning
In this session, you will start at the very beginning and answer the key questions
to create an overall plan for your sales team.
2: Sales Organization
What kind of sales organization do I need? What kind of salespeople do I need?
These are important questions in accomplishing your sales objectives.
3: Hiring the Right Salespeople
In this module, we take it one step further by helping you to better define
the salespeople that you need (and hire them).
4: Creating Your Value Proposition
Arm your sales team with some “real” reasons why your customers
should either switch from their existing suppliers or stay with your organization.
5: The 6- Step Sales Process
Learn the six steps of the sales process and see what parts you currently do…and
maybe what you should be doing more of.
6: Improving Profitability Through Joint Sales Calls
Many sales managers have neglected this part of sales management. The only
way you know what happens is to observe what happens.
7: Sales Management Tools I
Approach these with an open mind. Successful sales organizations use sales
management tools. If done correctly, they take very little
time and add great value.
8: Sales Management Tools II
This session includes two of the “Big Three” sales management tools— Itineraries
and Opportunity Management. These tools, combined with the use of Target Account
Lists, serve as the minimum we recommend for a well-managed sales organization.
9: Sales Training and Development
One of the key roles of sales management is developing the sales team. In this
module, we present a simple way for you to define training needs—as well
as the pros and cons of various training methods.
Over the years, sales leaders have often attempted to use compensation as a
substitute for sales management activities. In reality, compensation is merely
the last shove in the right direction that your team needs.