Initiating Outbound Sales Calls

Fifteen seconds doesn't sound like very much time, does it? As an inside sales consultant, you will have a lot riding on what happens in those few seconds. That is usually all the time you have to make a solid, positive impression on your customer. Knowing how to initiate an inside sales call is a key to your success. In this course, you will learn the strategies for dealing with voice mail and call screeners and for making a successful initial contact with a customer. You will also learn the four profile types and strategies for creating account profiles. In this course, you will learn how to assess a sales opportunity, the four factors used to qualify an outbound sales opportunity, and strategies for qualifying a sales opportunity. The course also addresses strategies for making an effective transition to the next stage of the inside sales approach.

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Entry-level inside sales agents handling outbound sales calls

WEB

Making the Outbound Sales Call| - recognize the importance of making a successful initial contact in an outbound sales call.| - match the four essential elements of an effective voice-mail message to examples.| - script a voice-mail message for a given scenario that incorporates all four essential elements.| - identify examples of strategies for dealing effectively with call screeners in the inside sales approach.|Account Profiling for Outbound Calls| - recognize the importance of creating account profiles for outbound sales calls.| - match the four profile types with the appropriate profiling questions.| - determine the appropriate profiling questions to ask to complete an account profile for a given outbound call scenario.|Opportunity Assessment in Outbound Calls| - recognize the importance of assessing sales opportunities in outbound sales calls.| - identify the questions to ask to assess the opportunity.| - determine whether there is an opportunity for a presentation in a given outbound sales call scenario.| - match each of the four factors used to qualify a sales opportunity with the appropriate questions.| - use the qualification profile to label the level of qualification of an opportunity in a given outbound sales call scenario.|Making the Transition in Outbound Calls| - identify the importance of making an effective transition to the next stage of the inside sales approach in an outbound call.| - sequence the steps for making an effective transition to the next stage of the inside sales approach in a one-call close.| - sequence the steps for making an effective transition to the next stage of the inside sales approach in a multiple-call close.|

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