THE INSIDE SALES AGENT ©

LEAD QUALIFICATION AND SMALL BUSINESS SALE

INSIDE SALES AGENTS © are skilled multi-talents who are both the point of contact for existing clients as well as for potential new customers. Accordingly they are responsible for qualifying initial new contacts and at the same time for handling the regular small business with clients through a standard TRANSACTIONAL SALE. This requires conducting diagnostic interviews, product-based sales calls and price discussions as well as leveraging up- and cross-selling potentials. To be successful, you need a well trained sales approach and real sales skills!

With the use of the new conversational skills, which are specifically tailored to the expectations of today’s customers, you will be able to master the different styles of conversations in telesales and steadily increase your deal rate.

COURSE CONTENT - Inside Sales

Salespersons learn and train how to ...

  • conduct a well-structured Lead Qualification in order to,
    • identify each customer´s individual buying profile,
    • unveil the current Buying Status,
    • specify the needs and requirements,
    • make an assessment based on specific Routing Criteria,
    • and if necessary to change the assignment towards Field Sales.
  • perform a consultancy-like conversation,
  • create a Buying Vision using a Product Statement,
  • take the opportunity of cross- or up-selling
  • check the probability to close the deal and get the order,
  • prepare an offer if necessary and consistently manage the follow-up,
  • complete a final pre-defined price discussion,
  • evaluate the deal and close the order,
  • prepare an exit strategy,
  • launch a lead nurturing process to initiate follow-up business and build a long-term customer relationship.

Inside Sales uses a range of conversational tools and specific dialogue elements to address the wide range of tasks and handle all stages in a competent and highly effective way.  For this purpose, the DIALOG-FRAMEWORK additionally provides different dialogue templates that follow the principles of  VALUE SELLING along with the newly developed Buyer 4.0 tools:

Dialogue Framework Components

  • the Routing Criteria 
  • the Competence Statement
  • the Buyer 4.0 Check
  • the Lead Report
  • the Diagnosis Dialogue
  • the Product Statement
  • the Price Dialogue
  • the Closing Dialogue
  • the Follow-Up Conversation 
More details
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  • Click the “Log in” button and sign in with the credentials sent to you by email. You will be taken to the 2FA setup procedure.
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  • Install from the Google or Apple store the Microsoft Authenticator on your mobile phone or any other APP shown on the bottom of the popup window of the 2FA procedure.
  • For the Microsoft Authenticator, select “Add account / Other account” or equivalent steps in the APP you have chosen. (See also the various instructions for other apps in the 2FA pop-up window.)
  • Thereafter scan the QR code displayed in the popup window using your Authenticator APP.
  • The phone will immediately show the new account and a 6-digit security code.
  • After clicking “I’m Ready” in the window of the 2FA procedure, enter the security key into the “Authentication Code” field of the form and finish the procedure with “Validate & Save Configuration”.
  • CONGRATULATIONS! YOUR 2-FACTOR AUTHENTICATION IS SET UP SUCCESSFULLY.
  • Now you have the option to download back-up codes to use them instead of the security code from the APP, if you ever lose your mobile device or do not have access to your phone.
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  • Get an overview and begin with the “Get Started” menu item, describing how to work with the platform.
  • At any future login – after signing in with your username and password – you will be provided with the requested one-time code in the Authenticator APP to enter the key into the form on your PC to finally get access.

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