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Perfecting Your Inside Sales Methodology

Arm your inside sales representatives with six methodical principles to gain more customers and more sales.

Inside sales people often struggle with six methodology principles. Basic telephone tips are simple tools, however they are sometimes overlooked. Many stumble with presentation techniques while some confuse features with benefits. Others default to passive language rather than powerful words- and most it seems have difficulty with know how and what questions to ask. We cover all of these principles to perfect your inside sales methodology.

Runtime: 59 minutes
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Basic Telephone Tips

  • Be Prepared
  • Be Enthusiastic
  • Be Urgent

Phone Tools

  • Calendar
  • Map
  • Phone Script
  • Prepared Rebuttals
  • Set Call Goal
  • Call for Set Period of Time
  • Don't Quit Until You Reach Call Goal

Presentation

  • Always Use Please and Thank You
  • Use Prospect's Name 5 Times in the Conversation
  • Identify Yourself and Your Company
  • State Your Purpose for the Call
  • Close on a Minor Point, With a Question

Features vs. Benefits

  • Features Are What the Product Has or Does
  • Benefits Are Why Your Prospect Would Want Those Features

Powerful vs. Passive Language

  • Use Language That Takes Charge of the Call
  • Powerful Isn't Rude or Pushy but Polite and Firm

Questions 101

  • Answer Questions With Questions to Gain Information
  • Ask Questions You Know the Answer to
  • Use Tie-Down to Gain Agreement Between You and the Prospect
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

This course was last revised on May 12, 2017.

Call 1-866-352-9540 for further credit information.

Audio & Reference Manual

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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Lloyd Lofton, LUTC

Lloyd Lofton, LUTC

7 Figure Sales Tools

  • Started with John Hancock in 1977 as a debit agent; 30+ years of door-to-door, business-2-business, call center and needs based selling experience
  • Runs his own agency, led the career distribution for a large midwest insurance company, he was president of the Senior Insurance Marketing Association, he has been interviewed by the Wealth Channel through American College, AnnuityNewsNow and is a frequent contributor to numerous industry related magazines
  • Wrote The Sidewalk Executive and the companion workbook Seven Step Sales Presentation along with his recently released book, Leads to Results
  • Managing partner of 7 Figure Sales Tools, an elite sales and leadership coaching and training company offering the best tips, tools, and sales techniques from a successful 30+ year career in sales to help professional salespeople and leaders perform with more polish, power and professionalism in their business
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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

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Product ID: 400293
Published 2017
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