Inside Sales

Introduction

• Inside sales in today's complex selling landscape

1. First Impressions That Improve Response Rates

• Three ingredients to a perfect introduction
• Don't waste the live call: Opening statements that earn time

2. Navigational Tactics

• Today's customers are in charge
• Avoiding powerless prospects
• Chasing the maybe
• Selling to the B2B buying committee

3. Building Trust and Uncovering Needs: One Question at a Time

• Negative and positive questioning
• Questions to build trust with your prospect
• Active listening through paraphrasing

4. Handling Objections

• Confronting the tidal wave of objections
• Objection rebuttals

5. A Day in the Life of an Inside Salesperson

• Establishing your non-negotiable time
• Rev up your tool fuel

Conclusion

• Refine your craft for a new level of sales excellence