Inside Sales Skills Curriculum Outline
Preparing for Outbound Sales Calls
Overview/Description
The most successful outbound sales calls begin long before the salesperson places the call. Successful inside selling is all about planning and being prepared. Being prepared means knowing what to expect from your customer and planning your responses. In this course, you will learn about the common perceptions customers have of salespeople. You will also learn the three premises of the inside sales approach, the structure of this approach, and the six buying roles. The course outlines the steps involved in precall planning, including recognizing call types, creating call objectives and a call opening, and preparing the account profile. The course also covers the strategies for questioning and listening that you can use in account profiling and provides strategies for avoiding common temptations.
Target Audience
Entry-level inside sales agents handling outbound sales calls
Expected Duration
6.0 hours
Lesson Objectives:
The Inside Sales Approach for Outbound Calls
Recognize the value of the inside sales approach for outbound calls. Match the four performance levels of outbound sales agents with examples. Identify the premises of the inside sales approach. Identify the correctly ordered steps of the inside sales approach for outbound calls. Match each of the steps in the inside sales approach with its description. Preparing for Different Buying Roles in Outbound Calls
Identify the benefits of being able to recognize the six buying roles encountered during outbound sales calls. Match the buying roles of contact, coach, and evaluator with the correct people in a given scenario. Match the buying roles of gatekeeper, decision maker, and user with the correct people in a given scenario. Precall Planning for Outbound Calls
Recognize the importance of precall planning for outbound calls. Match the six inside sales outbound call types with examples. Match specific call types with examples of appropriate outbound call objectives. Identify three specific strategies used to develop call objectives. Use strategies for developing outbound call objectives to determine objectives for a given call scenario. Develop a call opening for a given scenario that incorporates all three essential elements. Identify the four profile types. Match the four profile types with their associated questions for outbound calls. Profiling Skills for Outbound Calls
Recognize the importance of having strong profiling skills for outbound calls. Match types of questions with associated examples of each. Use the effective-questioning process to learn about a customer in a given outbound call scenario. Apply active listening skills to learn about a customer in a given outbound call scenario. Analyze flawed outbound call scenarios to determine what went wrong and what could have been done instead. Back to ListInitiating Outbound Sales Calls
Overview/Description
Fifteen seconds doesn't sound like very much time, does it? As an inside sales consultant, you will have a lot riding on what happens in those few seconds. That is usually all the time you have to make a solid, positive impression on your customer. Knowing how to initiate an inside sales call is a key to your success. In this course, you will learn the strategies for dealing with voice mail and call screeners and for making a successful initial contact with a customer. You will also learn the four profile types and strategies for creating account profiles. In this course, you will learn how to assess a sales opportunity, the four factors used to qualify an outbound sales opportunity, and strategies for qualifying a sales opportunity. The course also addresses strategies for making an effective transition to the next stage of the inside sales approach.
Target Audience
Entry-level inside sales agents handling outbound sales calls
Expected Duration
3.5 hours
Lesson Objectives:
Making the Outbound Sales Call
Recognize the importance of making a successful initial contact in an outbound sales call. Match the four essential elements of an effective voice-mail message to examples. Script a voice-mail message for a given scenario that incorporates all four essential elements. Identify examples of strategies for dealing effectively with call screeners in the inside sales approach. Account Profiling for Outbound Calls
Recognize the importance of creating account profiles for outbound sales calls. Match the four profile types with the appropriate profiling questions. Determine the appropriate profiling questions to ask to complete an account profile for a given outbound call scenario. Opportunity Assessment in Outbound Calls
Recognize the importance of assessing sales opportunities in outbound sales calls. Identify the questions to ask to assess the opportunity. Determine whether there is an opportunity for a presentation in a given outbound sales call scenario. Match each of the four factors used to qualify a sales opportunity with the appropriate questions. Use the qualification profile to label the level of qualification of an opportunity in a given outbound sales call scenario. Making the Transition in Outbound Calls
Identify the importance of making an effective transition to the next stage of the inside sales approach in an outbound call. Sequence the steps for making an effective transition to the next stage of the inside sales approach in a one-call close. Sequence the steps for making an effective transition to the next stage of the inside sales approach in a multiple-call close. Back to ListCompleting Outbound Sales Calls
Overview/Description
You might have heard the saying, it ain't over 'til it's over. This is especially true with inside sales calls. To be a successful inside sales consultant, you need to know how to keep your customer's attention all the way through the close of the sale. In this course, you will learn strategies for contacting the decision maker and for dealing with gatekeepers. You will learn the steps involved in a sales presentation, how to determine the most effective sales strategy for your sales call, and how to determine the customer's valuation of your product or service. In this course, you will learn the seven characteristics of effective sales presentations, the steps for effectively conducting a sales presentation, and strategies for presenting to different buying roles. This course also addresses strategies for successfully facilitating the close of the outbound sales call, including strategies for handling customers' objections.
Target Audience
Entry-level inside sales agents handling outbound sales calls
Expected Duration
5.0 hours
Lesson Objectives:
Gaining Access to the Decision Maker
Recognize the benefits of gaining access to the decision maker. Identify characteristics of a decision maker. Match inside sales approach methods of contacting a decision maker with examples. Match strategies for dealing effectively with a gatekeeper with examples. Apply strategies for dealing effectively with a gatekeeper in a given scenario. Developing Effective Outbound Sales Call Presentations
Identify the benefits of developing effective sales presentations for outbound sales calls. Identify examples of the factors the sales agent needs information on before determining the most effective sales presentation strategy. Determine the most effective sales strategy for a given outbound call scenario. Identify examples of the characteristics of an effective outbound sales presentation. Match the feature, benefit, and value of a product to appropriate examples. Delivering Effective Outbound Sales Call Presentations
Recognize the benefits of delivering effective sales presentations during outbound calls. Match the steps in an effective outbound sales presentation to examples. Apply the steps for effectively conducting a sales presentation in a given outbound call scenario. Match customers or prospects in specific buying roles with examples of the appropriate presentation strategies to use with each person. Closing the Sale in Outbound Calls
Recognize the value of successfully facilitating the close of the sale in an outbound call. Identify an example of the steps for successfully facilitating the close of a sale in an outbound sales call. Apply the steps for successfully facilitating the close of a sale in a given outbound call scenario. Sequence the steps for effectively handling customer objections at the close of the sale in an outbound call. Apply the steps for effectively handling customer objections at the close of the sale in a given outbound call scenario. Back to ListPreparing for Inbound Sales Calls
Overview/Description
Do you think selling means waiting for the phone to ring? A successful inside sales agent begins planning long before the customer calls. Successful inside selling is all about being prepared, and that means thinking ahead on customer inquiries and responses you will give. This course identifies the common perceptions that customers have of salespeople. In the course, you will learn the three premises of the inside sales approach, the structure of this approach, and the six buying roles. The course outlines the steps involved in maintaining a superior level of call readiness, including recognizing call types, creating call objectives and a taking-control statement, and preparing the account profiler. The course also covers the strategies for questioning and listening that you can use in account profiling and provides strategies for avoiding common temptations.
Target Audience
Entry-level inside sales agents handling inbound sales calls
Expected Duration
5.0 hours
Lesson Objectives:
The Inside Sales Approach for Inbound Calls
Recognize the value of the inside sales approach for inbound calls. Match the four performance levels of inbound sales agents with examples of each level. Identify the premises of the inside sales approach. Match each of the steps in the inside sales approach with its description. Buying Roles in Inbound Calls
Identify the benefits of being able to recognize the six buying roles encountered during inbound sales calls. Match the buying roles of coach, contact, and user with the correct people. Match the buying roles of evaluator, gatekeeper, and decision maker with the correct people. Call Readiness for Inbound Calls
Recognize the importance of call readiness for inbound calls. Match the five inside sales inbound inquiry types with examples. Identify examples of inbound call objectives that meet the necessary criteria. Apply the steps for taking control of an inbound call in a given scenario. Match the four profile types with their associated questions for inbound sales calls. Profiling Skills for Inbound Calls
Recognize the importance of having strong profiling skills for inbound sales calls. Match types of questions asked in inbound calls with associated examples of each. Use the effective-questioning process to learn about a customer in a given inbound call scenario. Apply active listening skills to learn about a customer in a given inbound call scenario. Assess flawed inbound call scenarios to determine what went wrong and what could have been done instead. Back to ListCompleting Inbound Sales Calls
Overview/Description
Everything you do in an inbound sales call leads up to the completion of the sale. A successful inside sales consultant knows how to keep a customer's attention all the way through the close of the sale. In this course, you will learn the process for assessing a sales opportunity, the four factors used to qualify a sales opportunity, and strategies for qualifying a sales opportunity. You will also learn the steps for making the transition in both one-call and multiple-call closes. You will learn how to determine the best strategies for inbound sales presentations and explore the characteristics of an effective inbound sales presentation, as well as the features, benefits, and value of a solution. You will learn how to conduct an effective inbound sales presentation, in addition to learning the strategies to use in presenting to various buying roles. Finally, you will learn how to close an inbound sales call and how to handle any objections that may come up during a close.
Target Audience
Entry-level inside sales agents handling inbound sales calls
Expected Duration
5.0 hours
Lesson Objectives:
Assessing the Inbound Sales Opportunity
Recognize the importance of assessing sales opportunities on inbound sales calls. Determine whether there is a good opportunity for a sales presentation in a given inbound sales call scenario. Match the four factors used to qualify a sales opportunity with the appropriate questions. Use the qualification profile to label the level of qualification of an opportunity in a given inbound sales call scenario. Making the Transition in Inbound Calls
Recognize the importance of making an effective transition to the sales presentation on an inbound call. Match the steps for making an effective transition to the next stage of the inside sales approach in a one-call close with examples. Sequence examples of the steps for making an effective transition to the next stage of the inside sales approach in a multiple-call close. Developing Effective Sales Presentations for Inbound Calls
Recognize the importance of developing effective sales presentations for inbound sales calls. Determine the most effective sales strategy for a given inbound call scenario. Match the characteristics of an effective inbound sales presentation to examples. Match the feature, benefit, and value associated with a product to appropriate examples. Delivering Effective Sales Presentations during Inbound Calls
Recognize the benefits of delivering effective sales presentations during inbound calls. Sequence the steps in an effective inbound sales presentation. Apply the steps for effectively conducting a sales presentation in a given inbound call scenario. Match customers or prospects in specific buying roles with examples of the appropriate presentation strategies to use with each person. Closing the Sale in Inbound Calls
Recognize the importance of successfully facilitating the close of the sale on an inbound call. Match the steps for successfully facilitating the close of an inbound sales call with examples. Apply the steps for successfully facilitating the close of a sale in a given inbound call scenario. Sequence the steps for effectively handling customer objections at the close of the sale in an inbound call. Apply the steps for effectively handling customer objections at the close of the sale in a given inbound call scenario. Back to ListInside Sales Skills Simulation
Overview/Description
You are an inside sales representative for Muscle-Bound Fitness, a franchise of fitness facilities with a unique corporate wellness offering. In this simulation, your boss has asked you to contact a potential new customer. This new lead, a network television station known as TV-22, is a perfect candidate for Muscle-Bound's corporate wellness program, and your job is to convince them of such by utilizing the inside sales approach. This simulation is based on the SkillSoft Series, Inside Sales Skills and has links to the following courses: SALE0121, SALE0122, SALE0123, SALE0124, and SALE0125.
Target Audience
Entry-level inside sales agents handling outbound and inbound sales calls
Expected Duration
0.5 hours
Lesson Objectives:
Inside Sales Skills Simulation
Preparing for inside sales calls. Handling voice mail. Asking effective questions. Listening well. Profiling the account. Dealing with gatekeepers. Closing the sale. Overcoming objections. Dealing with call screeners. Developing a call opening. Delivering an effective sales presentation. Showing the value. Back to List
Inside Sales Skills
There is much more to knowing how to sell than simply knowing your products or services. Successful inside sales
requires understanding your customer’s needs and expectations and planning your sales approach in advance in both inbound
and outbound calls.
In this sales training course, you will learn the three premises of how to sell with a complete break-down of the
inside sales approach as well as the six buying roles and their functions. We'll give you step-by-step details of how
to prep your calls, create call objectives and call openings and collect your account profile data.
You've probably heard the phrase, "You don't get a second chance to make a first impression." In sales, nothing could be
truer. If you don't "sell yourself" to your potential client in the first few seconds of your first impression, you'll never
sell your product or service. We'll show you how to sell yourself by making a strong, positive first impression, including
the strategies for cold calls, voicemails, call screeners, initial meetings and how to improve your sales and communication skills.
This online sales training course also covers how to assess a sales opportunity, how to qualify an inbound and outbound
sales opportunity using four specific factors and how to make effective transitions within the steps of a successful insides
sales approach.
CBT Direct’s online training in how to sell will help you become a top salesperson by teaching you the essential
techniques of the inside sales approach. You’ll learn about the importance of customer perception and how to become a
consultant and business partner, rather than someone just trying to sell them something. This sales training will lead
you through the planning, implementation and closing steps of successful inside sales performance and help you to increase
your sales as an Inside Sales Representative.
Benefits of CBT Direct’s Online Training Course on How to
Sell – Inside Sales Skills
CBT Direct boasts the most beneficial online course for sales training on the market. With CBT Direct’s online
training, you have the flexibility to study on your schedule, and with the speed and reliability of the internet,
CBT Direct’s sales training course is accessible anywhere you have an internet connection. Convenience finally costs
less with CBT Direct - the most affordable online training solution today.
The unique design of CBT Direct’s sales training online course emphasizes learner initiative, self-management and
experiential learning. CBT Direct’s online training course design begins with the definition of user-focused performance
objectives and then proceeds to the selection and implementation of instructional strategies and learning activities
appropriate for those objectives. This effective instruction model for CBT Direct’s online training course in communication
skills and how to sell ensures the greatest level of comprehension and retention.
Who Benefits from CBT Direct’s Online Training Course on How to
Sell – Inside Sales Skills?
Entry-level inside sales agents handling inbound and/or outbound sales calls.
What Will Professionals Learn from CBT Direct’s Online Training
Course on How to Sell – Inside Sales Skills?
You’ll learn the four performance levels of outbound and inbound sales agents for inside sales and the proper steps
needed to be taken in every sales call. You’ll also learn the different buying positions of the six main roles: contact,
coach, evaluator, gatekeeper, decision-maker and user.
In CBT Direct’s sales training course, you’ll learn how to sell like a pro and gain tips for every stage in the inside
sales process, including strategies for pre-call planning, profiling and scripting voicemail messages and how to get
through “call screeners”. You’ll also master your communication skills in developing and delivering sales call presentations
in both inbound and outbound calls.
Click here to see a detailed curriculum outline.
We’ll even teach you how to overcome the most frustrating part of inside sales – customer objections. When a customer
gives an objection, most of the time it’s a cry for help! They’re actually trying to help you get the sale, so all you need
to do is overcome their objection to their satisfaction. We’ll walk you through these customer objections so that you can
turn them into approvals instead.
Aren’t you dying to know how to close a sale quickly and less-painfully? CBT Direct’s online training course in
how to sell will give you step-by-step methods in how to be a successful inside sale closer!
Inside Sales Skills
