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selling over the phone is different

How to handle the 18 unique challenges of inside sales

How it works

The same skills and competencies that are required to be effective in a field sales role are essential to success for your inside sales reps. But in addition to that shared skill set, inside reps face 18 unique challenges that make specialized training a must.

ASLAN has created an inside sales training program that not only maximizes your ability to meet the needs of your existing customers, but paves the way to powerfully and profitably engage new prospects.

Questions We've Dealt With

These are just some of the kinds of questions we've heard from the inside sales reps we've worked with...

  • "I've been told how important it is to establish rapport with my customers . . . and I believe it. But that's a lot easier to do when you're face to face. How do you establish rapport when you can't make eye contact?"
  • "When I'm in an office, it's a lot easier to get a feel for who's in charge - who the decision makers and influencers are - but over the phone that's a lot tougher. How can I understand the political structure of the organization when I can't tell whether I'm talking to someone in a cubicle or a corner office?"
  • "Selling over the phone is harder - there's a distance barrier - I'm not sure how to overcome that."
  • "Most of the time when I make a first call to a prospect I hear 'Send me some information.' or 'I don't have time to talk right now.' I'm not sure how to respond. I think it would be easier to get a conversation if I was there."

IT WOULD BE EASIER AND IT'S BECAUSE OF QUESTIONS LIKE THESE THAT VANILLA SALES TRAINING JUST WON'T WORK FOR INSIDE SALES TRAINING PROGRAMS.

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