SELLING OVER THE PHONE IS DIFFERENT

Same responsibilities as Field Reps,
But your Inside Reps face 18 Unique Challenges.

Inside Sales Training Programs & Skills

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 skillset, 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.

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.

We've been helping Inside Sales Reps deal with challenges like these for 16 years. We were the first sales training company to develop a unique training solution for Inside Sales organizations. Nobody gets inside sales techniques & skills like ASLAN.

See how we can help below to learn more about what ASLAN can do to accelerate change in your salesforce.

After searching for over a year and interviewing dozens of firms, we chose ASLAN, because more than anyone else we'd interviewed, they demonstrated an understanding of our business and how to sell over the phone."

– GMAC Insurance
We were facing the challenges of not only turning our call center into a sales center but needing help teaching our managers and HR team how to hire inside sales reps vs. customer service reps. ASLAN gave us the attributes to target and a process to assess the reps’ natural talents. We very quickly saw our productivity increase by over 32%."

– U. S. Bank
The Discovery Matrix provided a specific tool to ensure we didn’t just respond to the customer’s stated need but explored all the customer’s needs. The best training session I’ve ever attended."

– Russell Athletics
Your program goes much deeper into effectively building relationships over the phone than anything we’ve ever experienced before."

– Xerox
Our reps were wasting time working on unqualified opportunities. Your program provided a process that helped our reps be more strategic. And, unlike a lot of programs we looked at, it wasn’t too complex for inside sales."

– Oracle Small Business
I now know how to deal with an unreceptive customer. The ‘Drop-the-Rope’ concept and the steps to handling the five false objections when making outbound calls were clearly the highlights of the training."

– Apple
Fresh new approach. All these years I thought I was considering the customer’s needs and now I truly know how to. The Discovery Matrix provided a roadmap to uncovering the customer’s needs and helping me understand how to lead the customer”"

– Beohringer Ingelheim
The principles of the ASLAN Inside Sales training were sound, easy for participants to adopt and drove changes in agent behavior almost immediately… In a declining industry, we were able to actually grow revenue by 19% during the year following the training. "

– Harland Clarke Corporation
I believe one of the most beneficial aspects of the training was providing a call flow that taught our reps how to transition from the customer’s stated problem to exploring all their needs."

– APC
As a CRM firm, we are exposed to all the sales training organizations. We chose ASLAN because they understood how to sell, build relationships and grow accounts over the phone. And because of the success of the program, we have doubled the sales force."

– Oracle Small Business

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