Completing Inbound Sales Calls


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number


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 (hours)
5.0

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.

    • Course Number:
    SALE0125