Selling on the Inbound Call
  Overview | Workshop

Selling on the Inbound Call Workshop Introduction Customer Service and Selling Answering the Call Positioning the Cue or Promotion Resolving the Customers Issue or Understanding their Interest Your Recommendation Handling Customer Issues / Objections Asking for and Getting Customer Agreement Call Structure for Inbound Selling The Difference between Service and Selling Typical Sales Call Structure and Flow Selling Cues and Promotions Answering the Call and Getting Attention Resolve Issue, then Position to Sell “What’s In It For Me?” Role-Play Exercise #1 Investigating and Resolving the Customer’s Issue Listening and Confirming Issue Resolution and Customer Confirmation Validating the Selling Need Qualifying the Offer Three Types of Questions Probing Tool LUNCH Making a Compelling Recommendation Product / Service Features and Benefits Confirmation Role-Play Exercise #2 Handling Objections and Getting Customer Agreement Attitude and Process Structured Tool The Commitment Question Next Steps and Follow-Up Coaching the Process Consistent Results Coaching Tool Summary and Conclusion