Get
Your Inside & Outside Sales Teams Making More Sales,
Wasting Less Time & Transitioning From Order-taking
to Pro Active Selling
PROGRAM
CONTENT:
Inside
Sales: Professional
Inside & Counter Sales
Module
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
and some
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.
We will
show you how to do more with the opportunities that 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
visits).
We will show you ways to increase the value of the sale by presenting the four
basics
of inside proactivity---upselling; companion-selling; cross-selling and dead/slow-
moving inventory.
Module
6: Handling objections—especially price objections
Objections are part of the sales job. We will show you why you should welcome
them
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
part of
the sales process.
Module 8: Handling complaints
Your job does not end with the sales—but when we have a satisfied customer.
In this
module, we will show you how to turn bad situations into good ones—and
help to
retain the customer in the process.
Module 9: Inside presentations
Whether you think you make presentations or not—you do. This module will
help
you to feel more confident when you have to give the customer the information
that
they need.
Module 10: The Inside/Outside Partnership
This section describes how to strengthen the partnership
between what you do and the outside sales team that you
work with.
Outside
Sals: Professional
Sales for Field Salespeople
Module
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
for
you including a special section on goal clarity and simple account planning.
Module 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 that you need to develop and document your value
proposition—so that you can begin fighting the price objection from the
beginning.
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
your
customers.
Module 4: The 6 step sales process
In this module, we will expose you to a formalized (not scripted) sales process
that
will help you to be more effective. We will discuss the first two steps of
this
process—and also show you how to improve your prospecting.
Module 5: The rest of the story
Here, we will show you the rest of the sales process (Steps 3-6) and show you
how to
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 story
Presentations are part of what a sales professional does and we will give you
ways to
increase the quality of your presentations.
Module 8: Fighting the price objection
The key objection is the price objection and we will give you many different
ways to
fight it—and win.
Module 9: Managing your Time
As a sales professional, you know that your most important asset is your time.
Learn
the things you do that waste time and ways to get more out of your day without
working harder.
Module 10: Sales Management Tools and You
You may think that they are for managers, only, but the tools they ask you
to use---
like itineraries, account profiles, target account lists and opportunity tracking
are
really for you. Lear how to make money from them.
Module
Content & Pre-assignment materials