Objectives of the training
Turn every inbound or outbound call into a moment to strengthen your customer relations and detect new opportunities.Targeted audience
Key people who are in remote contact with customers and who need to strengthen customer relations, develop new customers and/or identify new opportunities to sell your products and services.Prerequisite
NoneTrainers
Benefits for Participants
Real-life remote learning experience in inside sales
Quickly identify the right language for the SONCAS profiles of your contacts
Explore your contacts' needs, issues and environment to identify new up-sell and cross-sell opportunities
Structure your argumentation
Handle the most common and complex objections with agility
Conclude naturally.
Course architecture
Step 1: Preparing for the adventure!
In group: Kick-Off and presentation of the journey
Asynchronous exercise: presentation, your reality, your expectations!
Step 2: mastering outgoing calls with the 5S technique!
E-Learning: Seduce from the outset, Probe needs, Submit your proposal, Overcome objections, Seal the deal
Group work: key elements for successful outbound calls. Knowledge transfer and role-playing during a distance sale
Asynchronous exercise: test your new approach
Step 3: be agile on an inbound call with the 5E techniques!
E-Learning: Initiate the dialogue, Study the real need, Broaden the proposal, Support the decision, Commit to the next step
In groups: build an approach to establish a real exchange to fully understand the reality and challenges of your contacts. Knowledge input and role-playing.
Asynchronous exercise: establish your customer analysis grid and the key questions to ask.
Step 4: mastering 5E5S concepts
In groups: review of concepts based on a quiz. Exchange of experiences with participants. Case studies.
Individual simulation: 30min face-to-face simulation and 30min feedback from your trainer.
Pedagogical details
Training architecture
To move from best practices to new distance-selling reflexes, the “blended learning” pedagogical approach will enable you to learn best practices with the E-Learning modules, transpose them to your reality with the group sessions, adapt them with asynchronous exercises and test them during the simulation with seasoned buyers.
Type of training
Training Notes
14 hours of blended learning: 10 e-learning modules (3h) / 3 half-day group sessions (9h) / 3 individual exercises (1h) / 1 individual simulation (1h)
Private or personalized training
If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.
Request a quotePrivate or personalized training
If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.
Request a quote