Completing Outbound Sales Calls


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number


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 (hours)
5.0

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.

    • Course Number:
    SALE0123