Sales: Inside Sales Training
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Sales: Inside Sales Training

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Sales: Inside Sales Training Sales: Inside Sales Training Presentation Transcript

  • MANUFACTURERS’ ASSOCIATION OF SOUTH CENTRAL PA INSIDE SALES TRAINING
  • INSIDE SALES REACTING TO INCOMING CALLS PRICE QUOTES DELIVERY DATES EXPEDITING PLACING ORDERS RELEASING ORDERS
  • CUSTOMERSLow Level Buyers Need to Buy Materials Obtain Information Generally Not Strangers Generally no need to convince to buy Wire Cloth
  • CHALLENGECONVINCING THEM TO BUY FROM US….FAILING THAT….CONVINCING THEM TO AT LEAST GIVE US A“LAST LOOK”
  • 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?________________________________________________________________________________________________________________________________________________________________________________________________________
  • 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? _______________
  • 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?________________________________________________________________________________________________________________________
  • 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?________________________________________________________________________________________________________________________
  • 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?______________________________________________________________________________________________
  • 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?________________________________________________________________________________________________________________________
  • TECHNIQUES………WHAT ARE THE MOST COMMON MISTAKESINEXPERIENCED OR INEFFECTIVE “INSIDESALES” PEOPLE MAKE WHEN TRYING TO GETAN ORDER FROM A BUYER?________________________________________________________________________________________________________________________________________________________________________________________________________
  • 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?________________________________________________________________________________________________________________________________________________
  • 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?________________________________________________________________________________________________________________________________________________
  • PRICING………WHAT VALUE ADDED SERVICES CAN WE OFFER?________________________________________________________________________________________________HOW DO WE GO ABOUT SELLING THEM?________________________________________________________________________________________________________________________________________________
  • 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?________________________________________________________________________________________________
  • PROSPECTING………HOW MANY PROSPECTING CALLS PER DAY AREREASONABLE?________________________________________________________________________________________________WHAT INFORMATION SHOULD A SALES PERSON HAVEBEFORE S/HE MAKES A CALL?________________________________________________________________________________________________________________________________________________________________________________________________
  • 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?________________________________________________________________________________________________
  • 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?________________________________________________________________________________________________
  • PROSPECTING………SHOULD THE SALES PERSON PREPARE A BRIEF CALLSUMMARY?________________________________________________________________________________________________WHO SHOULD IT BE DISTRIBUTED TO?________________________________________________________________________________________________
  • PROSPECTING………HOW SHOULD THE INSIDE REP MANAGE THE OUTSIDEREP?________________________________________________________________________________________________ANYTHING NOT MEASURED IS NOT MANAGED….HOWSHOULD MANAGEMENT TRACK RESULTS?________________________________________________________________________________________________________________________________________________________________________________________________
  • 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?________________________________________________________________________________________________________________________________________________________________________________________________