Initiating Outbound Sales Calls

Overview/Description
 Fifteen seconds doesn't sound like very much time, does it? As an inside sales consultant, you will have a lot riding on what happens in those few seconds. That is usually all the time you have to make a solid, positive impression on your customer. Knowing how to initiate an inside sales call is a key to your success. In this course, you will learn the strategies for dealing with voice mail and call screeners and for making a successful initial contact with a customer. You will also learn the four profile types and strategies for creating account profiles. In this course, you will learn how to assess a sales opportunity, the four factors used to qualify an outbound sales opportunity, and strategies for qualifying a sales opportunity. The course also addresses strategies for making an effective transition to the next stage of the inside sales approach.

Target Audience
 Entry-level inside sales agents handling outbound sales calls

Expected Duration
3.5 hours

Lesson Objectives:

Making the Outbound Sales Call

  • recognize the importance of making a successful initial contact in an outbound sales call.
  • match the four essential elements of an effective voice-mail message to examples.
  • script a voice-mail message for a given scenario that incorporates all four essential elements.
  • identify examples of strategies for dealing effectively with call screeners in the inside sales approach.

    • Account Profiling for Outbound Calls

  • recognize the importance of creating account profiles for outbound sales calls.
  • match the four profile types with the appropriate profiling questions.
  • determine the appropriate profiling questions to ask to complete an account profile for a given outbound call scenario.

    • Opportunity Assessment in Outbound Calls

  • recognize the importance of assessing sales opportunities in outbound sales calls.
  • identify the questions to ask to assess the opportunity.
  • determine whether there is an opportunity for a presentation in a given outbound sales call scenario.
  • match each of the four factors used to qualify a sales opportunity with the appropriate questions.
  • use the qualification profile to label the level of qualification of an opportunity in a given outbound sales call scenario.

    • Making the Transition in Outbound Calls

  • identify the importance of making an effective transition to the next stage of the inside sales approach in an outbound call.
  • sequence the steps for making an effective transition to the next stage of the inside sales approach in a one-call close.
  • sequence the steps for making an effective transition to the next stage of the inside sales approach in a multiple-call close.

    • Course Number: SALE0122