Excellence in Inside Sales™

Customer Perspective

Learn a results-producing model for becoming truly customer-centric. Develop critical listening skills and techniques to ensure understanding of the customer’s perspective and development of benefit-focused recommendations that satisfy their needs. Understand how voice, tone, and actions impact customer experience and how customer experience drives behavior and receptivity to additional opportunities. Recognize common needs, values, motivations, and buying orientations that affect the decision-making process; learn communication and relationship strategies for each to achieve desired outcomes and create a privileged relationship.

Customer Engagement & Productive Communication

Discover how to turn customer problems into new sales opportunities. Master a simple, defined, and repeatable communication process to fully understand customer needs, perspectives, and challenges. Hone active listening skills and effective vocal presence when engaging customers over the phone. Learn to handle objections in a way that overcomes resistance, diffuses anger, and uncovers additional opportunities. This proven model gets to the heart of customer needs while building trust, credibility, and rapport.

Opportunity Identification & Value Creation

Learn a disciplined and flexible model that uncovers often hidden, but very real, customer opportunities. Master a variety of questioning skills and techniques to spur collaborative problem solving and inspire new ideas. Develop competency in pre-planning, gathering vital information, understanding customer-perceived actual vs. ideal states, identifying areas of opportunity, and developing solutions. Generate real value for customers while growing your business and creating competitive advantage.

Presenting with Purpose

Turn problem-solving and coping into influencing and relationship building by leveraging our proven presentation model. Learn when and how to present high-impact proposals that engage the customer, make them part of the solution, and capture the business. Convert conversations of good intent into a results-producing value proposition. Discover how to anticipate customer demands and be prepared with potential value exchanges. Master the art of advancing the sale, closing, and activating next steps that ensure successful adoption of your solution.