Inside R3 Sales
Make the most of every customer interaction through the application of a proven, strategic communication model.
Targeted Audience:
This program is intended for inside sales representatives whose job responsibilities include generating sales through outbound – as well as inbound – calls. Inside R3 Sales is ideally suited to salespeople who, in addition to managing customer transactions, must also support the development of long-term customer relationships.
The Learning Process:
- Inside R3 Sales Workshop: Two days – 12 to 20 participants
- Inside R3 Sales 12-week Follow Through
- Inside R3 Sales Mastery Workshop: One day – 12 to 20 participants
Inside R3 Sales® is The Consultative Approach® adapted for sales professionals whose primary selling tools are telephone and e-mail. Participants learn the skills of R3 Sales Excellence but apply them in the fast-paced environment of inside sales.
Performance Objectives:
Upon successful completion of Inside R3 Ss, an inside sales professional should be able to:
- Prepare for sales calls by establishing concrete, measurable objectives and strategies
- Open every outbound and inbound sales call in a way that sets a positive and productive tone and direction for the call
- Establish, maintain, and focus the sales dialogue
- Identify relevant and significant customer goals, problems, and needs
- Thoroughly qualify each sales opportunity
- Recommend approaches that influence perceptions and advance the decision process
- Present solutions that will help the customer solve their problems, meet their needs, and achieve their goals
- Effectively manage customer skepticism, misperceptions, and concerns
- Close each inbound or outbound call with a mutual plan for future action
- Close sales by connecting the benefits of the solutions to identified customer needs
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