Sales: Inside Sales Training

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Sales: Inside Sales Training

  1. 1. MANUFACTURERS’ ASSOCIATION OF SOUTH CENTRAL PA INSIDE SALES TRAINING
  2. 2. INSIDE SALES REACTING TO INCOMING CALLS PRICE QUOTES DELIVERY DATES EXPEDITING PLACING ORDERS RELEASING ORDERS
  3. 3. CUSTOMERSLow Level Buyers Need to Buy Materials Obtain Information Generally Not Strangers Generally no need to convince to buy Wire Cloth
  4. 4. CHALLENGECONVINCING THEM TO BUY FROM US….FAILING THAT….CONVINCING THEM TO AT LEAST GIVE US A“LAST LOOK”
  5. 5. BEFORE THEY GET OFF THE PHONE!SUGGEST TECHNIQUES………WHAT CAN AN INSIDE SALES PERSON DO TOBUILD A RELATIONSHIP OVERTIME WITH ABUYER THEY MAY TALK TO BUT NEVER MEETIN PERSON?________________________________________________________________________________________________________________________________________________________________________________________________________
  6. 6. TECHNIQUES………WHAT PERSONAL INFORMATION SHOULD OURSALES PEOPLE TRY TO GET ABOUT A BUYER?_____________________________________________________________________________________________________________________________________________HOW CAN THEY GET IT WITHOUT MAKING THEBUYER UNCOMFORTABLE?______________________________________________________________________________________________HOW AND WHERE SHOULD THAT INFORMATION BESTORED? _______________
  7. 7. TECHNIQUES………HOW CAN WE SUBTLY REMIND BUYERS OFSPECIAL THINGS WE HAVE DONE FOR THEMIN THE PAST?________________________________________________________________________________HOW CAN WE CONTINUALLY ADD (OR ATLEAST APPEAR TO ADD) TO OUR FAVORBANK ACCOUNT WITH THAT BUYER?________________________________________________________________________________________________________________________
  8. 8. TECHNIQUES………OTHER THAN PRICE, WHAT ARE REASONSWE CAN GIVE BUYER TO BUY FROM US?________________________________________________________________________________IF WE DON’T HAVE THE MATERIAL THEBUYER NEEDS IN STOCK, WHAT CAN WE DOTO SAVE THE ORDER?________________________________________________________________________________________________________________________
  9. 9. SUGGESTED TECHNIQUES………WHAT SHOULD WE CONSIDER (AND GETINFORMATION ABOUT FROM THE BUYER) BEFOREWE GIVE A PRICE?______________________________________________________________________________________________IF PRICE IS A MAJOR ISSUE WITH THE BUYER, WHATCAN WE DO TO CHANGE THE GAME?(I.E., HOW CAN WE OFFER THE BUYER A DIFFERENTPACKAGE OF BENEFITS S/HE CAN NOT EASILY JUSTPUT ON A SPREADSHEET AND PICK LOW BIDDER?______________________________________________________________________________________________
  10. 10. TECHNIQUES………WHAT CAN WE DO TO GET THE ORDER OFFTHE STREET NOW, I.E., GET A PO BEFORETHE BUYER HANGS UP THE PHONE?________________________________________________________________________________IF WE DON’T GET THE ORDER NOW, WHATSHOULD WE DO NEXT?________________________________________________________________________________________________________________________
  11. 11. TECHNIQUES………WHAT ARE THE MOST COMMON MISTAKESINEXPERIENCED OR INEFFECTIVE “INSIDESALES” PEOPLE MAKE WHEN TRYING TO GETAN ORDER FROM A BUYER?________________________________________________________________________________________________________________________________________________________________________________________________________
  12. 12. PRICING……… ALL THINGS BEING EQUAL ITS ABOUT PRICE!WHAT CAN WE DO TO MAKE SURE ALL IS NOT EQUAL?________________________________________________________________________________________________WHAT ARE SOME OF THE KEY THINGS THAT CANAFFECT THE BUYER’S PERCEPTION OF RELATIVEVALUE, I.E., WHAT KINDS OF THINGS WILL TIP THEBALANCE IN GDW FAVOR?________________________________________________________________________________________________________________________________________________
  13. 13. PRICING………HOW DO YOU PROBE FOR PROBLEMS WHEN THEBUYER SAYS OUR PRICE IS TOO HIGH?________________________________________________________________________________________________WHAT CAN WE DO TO GET THE ORDER WITHOUT JUSTLOWERING THE PRICE?________________________________________________________________________________________________________________________________________________
  14. 14. PRICING………WHAT VALUE ADDED SERVICES CAN WE OFFER?________________________________________________________________________________________________HOW DO WE GO ABOUT SELLING THEM?________________________________________________________________________________________________________________________________________________
  15. 15. PROSPECTING………WHAT SHOULD THE COMPANY DO TO HELPGENERATE LEADS TO BE CALLED?________________________________________________________________________________________________HOW CAN OUR SALES PEOPLE FIND/MAKE TIME TOPROSPECT?________________________________________________________________________________________________ARE TOTALLY COLD CALLS PRODUCTIVE?________________________________________________________________________________________________
  16. 16. PROSPECTING………HOW MANY PROSPECTING CALLS PER DAY AREREASONABLE?________________________________________________________________________________________________WHAT INFORMATION SHOULD A SALES PERSON HAVEBEFORE S/HE MAKES A CALL?________________________________________________________________________________________________________________________________________________________________________________________________
  17. 17. PROSPECTING………WHO SHOULD S/HE ASK FOR WHEN MAKING A COLDCALL?________________________________________________________________________________________________WHAT SHOULD S/HE SAY IF S/HE GETS THROUGH?________________________________________________________________________________________________SHOULD THEY HAVE A PREPARED SCRIPT?________________________________________________________________________________________________
  18. 18. PROSPECTING………WHAT SHOULD THEY DO AFTER THE CALL TO KEEPGDW IN THE PROSPECT’S MIND________________________________________________________________________________________________SHOULD THIS ACCOUNT BE CALLED AGAINPERIODICALLY?________________________________________________________________________________________________IF SO, HOW DO WE MAKE SURE IT HAPPENS?________________________________________________________________________________________________
  19. 19. PROSPECTING………SHOULD THE SALES PERSON PREPARE A BRIEF CALLSUMMARY?________________________________________________________________________________________________WHO SHOULD IT BE DISTRIBUTED TO?________________________________________________________________________________________________
  20. 20. PROSPECTING………HOW SHOULD THE INSIDE REP MANAGE THE OUTSIDEREP?________________________________________________________________________________________________ANYTHING NOT MEASURED IS NOT MANAGED….HOWSHOULD MANAGEMENT TRACK RESULTS?________________________________________________________________________________________________________________________________________________________________________________________________
  21. 21. PROSPECTING………SHOULD EXISTING CUSTOMERS BE RANDOMALLYCALLED TO KEEP OUR PRODUCTS AND SERVICES INTHEIR MIND?________________________________________________________________________________________________IF SO, WHAT REASONS CAN BE GIVEN FOR CALLINGSO THE CALL IS NOT PERCEIVED BY THE BUYER AS AWASTE OF TIME?________________________________________________________________________________________________________________________________________________________________________________________________

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