Inside sales training has evolved to meet the sales challenges of the 21st century. It’s not just about dialing for dollars any more. These days you need
to prepare thoroughly for your calls so you know who you are talking to and
what product, service and solution would be of interest to them. In other
words, you need to behave more like a consultant and field sales person than a
traditional inside sales person.
- Do the research. Learn what you can from the internet before you make the call. Review the customer’s web site to become familiar with their business, their customers, their competition and their problems.
- Create a phone script. Identify yourself and your company. Have a few questions ready that are designed to engage the customer. Depending upon their answers, you should have follow-up remarks prepared. Remember, the more you can engage the customer in conversation, the more likely you are to sell.
- Find out early if you are talking to the decision maker. If so, continue with your script. If not, try to determine who the buyer would actually be and ask for a referral.
