Inbound Sales and Retention Training

(Generic Outline - All Training is Customized for Individual Clients)

Understand and Apply Key Elements of Consultative Selling
    Intention - Be determined in advance
    Relationship - Build rapport with your customers
    Discipline - Be self-disciplined and practice
    Skill - Learn the skills and techniques required


Call Path Control - The LAMAŠ Technique
    What it is and Why it Works!
    L - Listen
    A - Acknowledge
    M - Make a Statement
    A - Ask a Question


Learn to Sell Consultatively - You Never Have to be "Pushy" Again!
    Soft Sales - What to Say and How to Say it
    Understand the Difference and Learn to Speak Confidently about:
    Features
    Benefits
    Competitive Advantages


Seven Steps to a Successful Call
    1. Opening Greeting
    2. Determine the Needs of the Customer
    3. Present Sales Message
    4. Trial Close
    5. Handle Objections
    6. Close for the Sale
    7. Wrap-up


The Key to Sales and Retention is - Ask the Right Questions!
    The Art of Asking Questions
    Five types of Questions
    Questions to Use and Questions to Avoid
    Ask a Question that Serves the Customer, Company and the Agent


"Handling" Objections - No need to "Overcome"
    Open the Conversation to Solve, Resolve or Dissolve the Objection
    Three Ways to Handle Objections
    1. Emotional
    2. Demonstrative
    3. Logical


"Handling the Upset Customer" Turn Irate into "You Rate with Us."
    Learn the 3 Upsets and How to Handle them.
    Unfulfilled Expectation
    Thwarted Intention
    Undelivered Communication


Stimulate Solutions and Actions
    Use Suggestions and Recommendations


Closing For Retention Skills
    Trial Closing Techniques
    Direct Closes
    Assumptive Closes
    Alternate Choice or Contained Choice Closes


Wrap-up Skills
    Summarizing the Agreements
    Invite Action
    Sell the Next Step in the Relationship
    How to Say Good-Bye


We will customize this course to the situations you have exactly. Let us give you a program that will be accepted by your Customers, Used by your Agents and bring Retention of it's Customers to the Company.