This document outlines the schedule and content for a three-day Microsoft Inside Selling training. Day one covers call planning, questioning skills, and role playing exercises. Day two focuses on understanding features and benefits, handling objections, and more role playing. Day three reviews call plans and holds a final role playing exercise. A separate managers wrap session provides coaching and action planning tools. The overall goal is to help participants effectively prepare for calls, listen for customer needs, qualify leads, and move customers through the sales cycle.

1. Microsoft Inside Selling
Presenter’s Name
Presenter’s Title
Microsoft Corporation

2. Logistics
Breaks:
Lunch plans:
Restrooms are located:
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3. Schedule
Day One
Time Module 1 – Inside Selling Time
8:30 Class Preparation 1.15 Probe – Present Position
Probe – Pain/Potential
9:00 Welcome & introductions
Probe – Impact
9.25 Objectives & overview of flow chart Probe – Vision
9.30 Setting the context Probe – Process
Probe –People
9.45 Call planning Probe - Price
10.00 Introduction to opening the call 2.10 Active listening
10.10 Leaving a voicemail 2.25 Linking the questions naturally
10.25 Effective opening 2.40 Call observation sheet
11.15 Break 2.50 Practical role play
11.30 What’s in it for the customer? 3.20 Break
11.45 Probe – questioning skills 3.30 Role play feedback
12.30 Lunch 3.40 Calling session
4.15 Feedback from calling session
4.25 Feedback from day one
4.30 Close
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4. Schedule
Day Two
Time Module 1 – Inside Selling Time
8.30 Class Preparation 1.30 Before you go – qualification to 20%
9.00 Welcome back 2.00 Preparation for calling session
9.15 Understanding features & benefits 2.15 Calling session 2
10.30 Customer motivation to buy 3.00 Feedback from calling session
11.00 Break 3.30 Break
11.15 Value proposition 3.45 Massage game
12.15 Objection handling 4.00 Review of day two and commitment to
actions
12.45 Lunch
4.15 Close
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5. Schedule
Day Three
Time Module 1 – Inside Selling
8:30 Class Preparation
9:00 Welcome back
9.15 Call plans
9.30 Final exercise
11.00 Break
11.15 Review of role play exercise
11.30 Next steps – JDI!
12.00 Next actions and how to close
12.30 Review of course and workshop close
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6. Schedule
Managers Wrap
Time Module 2 – Inside Selling Managers Wrap
1.15 Welcome and syndicate exercise
1.35 Dealing with difficult situations
2.00 Coaching Toolkit
4.00 Action plans
4.30 Final review
5.00 Close
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7. Course Purpose
After completing this course, you will be able to …..
Effectively prepare for a call and set call objectives
including how to open a call properly
Listen for key information that helps define the customer’s
needs and issues
Develop critical questioning skills
Develop probing questions that determine customer
objections
Qualify the customer and how it relates to the MSSP
model
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8. Course Benefits
This course will help you….
Reach critical goals as defined by your manager
Move customer through the sales cycle quickly and
efficiently
Maximise your efforts through a stronger foundation of
sales expertise and its application to your accounts
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9. Microsoft Confidential - For Internal Use Only -
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