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This course is designed for Inside Sales teams who are connecting with prospects and customers via the telephone.  The opportunities for engagement through telephone selling are very challenging - given the need to get your message to them, get their response and get a sale - all in a very short period of time.  Most prospects (whether B-to-B or B-to-C) are in a hurry to get off the phone once they realize they are in a sales situation.  By reversing the approach from "telling"  to "learning," engagement becomes a measure of how well you invite the person to teach you about their needs.  The intelligent, well-placed question is one of your strongest sales tools in a telephone call.

Topics covered include:

• Selling Perceptions – Yours & the Buyer’s

• Selling Behavior

• Selling versus Service

• Core Selling Concepts for Inside Sales

• Questions – Types, Formats, Structure

• Leading with Questions instead of Features

• Prospect Scenarios (Switching from “features” to “action”)

• Setting up a Prospect Conversation

     Who Should Attend:

       Inside Sales Representatives
       Business Development Representatives
       Inside Sales Managers
       Inside Sales Directors

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