Foundational Training

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Foundational Training Courses for Sales Representatives

We provide two types of training — instructor-led and e-learning (online) for inside sales representatives. Our training is divided into foundational, intermediate and expert levels.

Foundational — E-Learning (online) modules

Systems Proficiency for Inside Sales Representatives — Learn the systems and techniques that will enable you to research a customer’s request with confidence.

Customer Business Understanding for Inside Sales Representatives — Four techniques to better understand your customers and become more responsive to their needs.

Relationship Development for Inside Sales Representatives — Learn the skills and techniques required to increase customer loyalty and satisfaction and build good customer relationships at your dealership.

Qualifying for Inside Sales Representatives — Learn about your customers and their needs in order to determine how your products and services can meet those needs.

Product and Solution Understanding for Inside Sales Representatives — Four techniques for broadening your product and solution understanding that will enable you to better match your products, programs and services with customers’ needs.

Consultative Selling for Inside Sales Representatives — Learn three consultative selling techniques to help you provide your customers with the products and services that best meet their needs.

Cross-Selling and Value-Based Selling for Inside Sales Representatives — Ask the right questions to ensure the customer receives the complete and appropriate solution to fulfill his or her needs.

Value Proposition for Inside Sales Representatives — Identify and communicate what advantages a customer will get from purchasing and using your products and/or services.

Closing for Inside Sales Representatives — Learn five techniques you can apply to close sales with more confidence.

Customer Care for Inside Sales Representatives — Learn four techniques that will assist you in providing superior customer care.

Time Management for Inside Sales Representatives — Learn five techniques that will help you communicate more effectively and assist you in dealing with customer problems and complaints.

Communication for Inside Sales Representatives — Learn five methods to help you communicate more effectively and assist you in dealing with customer problems and complaints.

Continuous Learning for Inside Sales Representatives — Learn four techniques that will help you continually learn on the job.

Handling Objections for Inside Sales Representatives — Move the sales process forward and handle customer objections with confidence.

Territory Planning for Inside Sales Representatives — Align your customer base in an orderly manner to enhance your selling ability.

Opportunity Generation for Inside Sales Representatives — Hunt for revenue opportunities by generating excitement during a sales dialogue and by asking good, probing questions.

Sales Opportunity Management for Inside Sales Representatives — Learn how to develop and execute a plan to capture a specific sales opportunity. This includes establishing the steps of the sales cycle, managing the sales cycle (buying committee, need requirements, risk and timeline), and knowing when to close.

Account Development for Inside Sales Representatives — Create and execute a plan to improve the market share obtained from the customer. Account development includes establishing relationships with multiple contacts within the customer’s organization, and being attuned to the customer’s unique business situation.

Outbound Telephone Selling for Inside Sales Representatives — Learn the basics of selling using the telephone, including the importance of opening the call, the compelling reason to call, how to handle gatekeepers and the use of a call outline.