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Learn inside sales strategies to sell in today's complex and crowded marketplace. Find out how to reach power buyers and close more sales.
Inside sales professionals face a noisy, crowded, and fast-paced marketplace with distracted and risk-averse decision makers. In this course, best-selling author and global inside sales expert Josiane Feigon helps you build the trust you need to capture the interest from today's buyer. She helps you understand what attributes you need to be successful, what your customer expects from you, what tools you should use, and how to establish your plan, set your goals, and do your pre-call research. Once you're prepared, she walks you through the specific techniques of the sale, including getting past gatekeepers, overcoming objections, and closing the sale.
Overview
Syllabus
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Introduction
- Welcome to inside sales
- Winning qualities of inside sales pros
- Chasing the elusive customer
- Use the right sales tools
- Social selling with LinkedIn
- Establish a sales activity plan
- Set your non-negotiable time
- How to improve your response rate
- Develop a strong opening statement
- How to get past gatekeepers
- Your fool-proof qualification criteria
- How to listen actively
- How to sell to power buyers
- Presenting to your prospect
- How to handle objections
- Use the sales funnel to close more sales
- How to gain sales confidence
- Create winning partnerships
