Course
Title: Accelerating the
Sales Cycle for Non US-based Inside Sales Representatives
Are you a manufacturer of high technology solutions, located
outside of North America? If so, you probably use a North
American-based reseller to sell your solutions to North American
prospects. And, you're aware of the significant costs of paying
the middleman to make your sales.
If your solution can be sold over the telephone
by your reseller in North America, why not use voice-over-internet
protocol (VOIP) to sell your solution directly from your own country?
You'll need to have inside sales reps who are proficient in English,
and pre-sales tech support people available as well.
Your inside sales reps will also have to understand the cultural
aspects of selling to North Americans. This is particularly essential
for Asian-based reps, who may mistake the direct approach to
selling, expected by North Americans, with rudeness.
It's important, therefore, to ensure that your inside sales reps
are taught by a North American, who can explain the cultural differences,
train them on appropriate techniques, and coach them through actual
calls to North American prospects.
In our Accelerating the Sales Cycle for Non US-based Inside
Sales Representatives course, we combine the techniques
in our foundation sales course, with cultural concepts, such as
the following:
Redefining "politeness": why be overly deferential
to North American prospects will cost you sales
The importance of "peer-level" selling to North
American executives: what you must (and must not) say to executives
when engaging in the sales process
Our Negotiation Skills for Non US-based Inside Sales Representative:
an ROI Approach course takes these concepts one step further,
providing techniques and strategies to overcome the tough negotiating
skills used by North American buyers of technology-based solutions.
Course designer and trainer Geoff Alexander has delivered these
classes to dozens of Inside Sales reps in the UK, the Netherlands,
and South Africa, and he has traveled extensively through five
Asian countries.
Accelerating the Sales Cycle is our foundation sales skills course,
appropriate for junior-level sales people as well as highly experienced
sales professionals. The first hour is devoted to essential communication
basics, and quickly ramps up to sophisticated analysis, questioning,
and closing techniques. The class focuses on the following five
discrete sales skill elements:
1) Contact skills. If you can't reach a real person, you can't
ask qualification questions, or make a sale. This element focuses
primarily on contacting people high on the decision chain.
2) Questioning skills. How do you ask every question you'll
need to ask in order to fully qualify the prospect, and do it
in 10 minutes or fewer? And how do you do it on the first call?
This is the essential skillset needed to determine your prospect's
business need, and return-on-investment requirements.
3) Closing skills. No trickery here. We teach you to frame the
solution to make functional and economic sense within the technology
and business mindset of the prospect.
4) Constructing skills. In enterprise selling, understanding,
then charting both the decision, and the sign-off chains of command
is critical to the business at hand, and future business as well.
We teach you to ask the questions that will enable you to draw
a line from your contact directly up to the CEO, and be able to
identify everyone in that chain.
5) Objection handling skills. Superior questioning skills are
the critical element to understanding roadblocks the prospect
may unveil during the closing process. Here, we'll discuss the
most common objections, and provide specific answered customized
to your company's solution.
As the final part of the classroom curriculum, we'll conduct
role-playing situations identical to the ones you'll face once
you're out of the class and back on the telephone. Each rep will
be tasked with selling to a "prospect" he or she will
reach by telephone.
After the class, we will coach each individual rep during actual
telephone calls, with real prospects, in the rep's actual sales
territory.
Pre-requisites for attendees: Proficiency in English
(accents are fine)
Duration of the class: 2 days of classroom curriculum;
up to one hour live coaching with each rep.
Size of the class: limited to eight reps; an unlimited
number of management personnel may audit the class.
Pricing: please call us
for details. Final pricing will be provided in a formal proposal.
Negotiation Skills by Telephone
for Non US-based Inside Sales Representatives: an ROI Approach
I'll confess: during my year as a purchasing agent, I probably
used every dastardly trick imaginable to wrangle lower price points
from my vendor companies. While teaching this course to sales
reps, a series of collective sighs invariably arise whenever I
mention each of the 20 negotiation ploys described in this class:
they've heard them all. Surprisingly, the reps rarely identified
them as techniques used by buyers to get a better price. In this
class, we learn to identify them, understand the reasoning behind
them, and then counter them, using an easy-to-use, but incredibly
effective four-step process.
The importance of this class cannot be understated. By quickly
agreeing to price concessions, your company loses money on the
current sale, and on future sales to the same customer as well
(yes, buyers take notes too, and refer to them in subsequent transactions
with your company). This course will have an immediate payback,
in terms of the better prices you'll obtain when you apply the
elements learned in the class.
Pre-requisites for attendees: attendance at our
Accelerating the Sales Cycle for Non US-based Inside Sales
Representative course
Duration of the class: One day of classroom curriculum;
up to one hour live coaching with each rep, in actual negotiation
sessions.
Size of the class: limited to 12 reps; an unlimited
number of management personnel may audit the class.
Pricing: please call us
for details. Final pricing will be provided in a formal proposal.
Please contact us today. We'll arrange a convenient time for you
to describe these courses by telephone, to discuss how they can
be an effective way of increasing your profitability.
