Consultative Inside Sales Training
Train your inside sales team to build rapport and engage customers - fast
Unlock the potential of inside sales teams with a consultative approach
Automated sales tools have created new efficiencies for field and inside sales teams. These solutions make it possible to reach more customers without in-person meetings or travel. Success with this model cannot come from volume alone. More customer conversations will not move the needle unless you provide your team with skills and strategies to drive value in each interaction.
Consultative Inside Sales Training Programme Overview
The Consultative Inside Sales training programme trains sales professionals who sell over the phone to connect solutions to needs and drive tailored value. It offers a specific framework designed to fit the inside sales model. Sales professionals learn about the biases and psychological principles at work in customer interactions and how to navigate them.
Sales Performance Platform Example: Connecting with an Inbound Call
The video below is from the Consultative Inside Sales Training programme on our Sales Performance Platform. It demonstrates an ineffective example of the skill of connecting with an inbound call with coaching insights.
Consultative Inside Sales Training Programme Business Benefits
Upon completing the Consultative Inside Sales training programme, your team will experience the following business benefits:
- Differentiation through a constant focus on satisfying your customers’ needs and continuously bringing solutions that add value with each phone call
- Shortened sales cycle by closing more profitable opportunities faster by leveraging telesales skills training within your organisation
- Expanded depth and breadth of a solution during telesales conversations through cross-selling additional products and services
- Increased effectiveness and quality assurance of phone selling through a consistent, organisation-wide sales process
- Continuous improvement from sharing a common “language” and best practises for teleselling that increases the effectiveness of coaching sessions
Connecting with both Inbound and Outbound Calls
We equip sales professionals with a process and best-practise behaviours to effectively open an inbound customer call by identifying the customer’s purpose for calling and taking ownership for helping meet the customer’s needs and effectively open an outbound call to establish the value to the customer in speaking with you, and gain the customer’s attention.
Deeper Understanding of the Customer
Understanding needs is at the heart of Consultative Selling. Sales Professionals need to connect with customers, gain and keep their openness and willingness to engage in productive dialogue, and ask a full range of questions. We teach how to apply a questioning strategy, float ideas and ensure they develop active listening skills to fully understand needs.
Positioning Value that Differentiates
To be persuasive, sales professionals need to describe capabilities and solutions using clear, concise, and compelling messaging that links value to customer needs. We teach your teams how to apply a model for persuasively presenting their solutions and build their skills in positioning solutions to meet customer needs and differentiate your organisation.
Resolving Sales Objections
A consultative approach leads to not only resolving objections, but also to increasing connection with the customer. We teach participants how to develop a positive mindset toward objections, avoid defensiveness and self-serving behaviours that undermine trust, and equip them with a four-step, customer-focused model to resolve any objection.
Deep & modern sales curriculum enables you to develop your individual sellers against role-based competencies while achieving consistency across teams.
Our customisation approach ensures we fully reflect your unique selling environment while providing best-in-class training content to ensure efficiency and relevancy.
A modern delivery approach that includes live and virtual training workshops in which participants learn and practise skills complemented with a digital, blended learning journey that reinforces, sustains, and certifies desired behaviours.
Build agile selling skills within your sales teams so that they can lead customers through a new, dynamic and digital buying journey. Agile selling skills and an outcome-focused pursuit plan are the future of selling.
Our technology provides visibility into performance so that we can measure progress and deliver real-time insights.