Overview
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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.
Syllabus
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Introduction
- Inside sales in today's complex selling landscape
- Three ingredients to a perfect introduction
- Don't waste the live call: Opening statements that earn time
- Today's customers are in charge
- Avoiding powerless prospects
- Chasing the maybe
- Selling to the B2B buying committee
- Negative and positive questioning
- Questions to build trust with your prospect
- Active listening through paraphrasing
- Confronting the tidal wave of objections
- Objection rebuttals
- Establishing your non-negotiable time
- Rev up your tool fuel
- Refine your craft for a new level of sales excellence
