Learning Outcomes

• Develop essential qualities and tactical skills required as an Inside Sales professional
• Understand and use Inside Sales tools and technology to qualify buyers effectively  
• Know the challenges facing Inside Sales professionals
• Learn Inside Sales questioning techniques and approaches to influence buying behaviour
• Build confidence and manage call reluctance as an Inside Sales professional
• Demonstrate effective cross-selling and up-selling techniques to drive revenue

Course Outline

• The inner game of Inside Sales - Winning qualities of Inside Sales professionals
• Fundamentals of Inside Sales –The P’s to achieving goals
• Build confidence to meet Inside Sales challenges and manage sales call reluctance
• The Inside Sales funnel - Three areas of accounts that Inside Sales serves
• Metrics critical to improve sales forecast accuracy for Inside Sales success
• Sources of leads and Inside Sales lead generation techniques
• Inside Sales techniques to connecting with the elusive prospects

• Understanding today’s customers and expectations as an Inside Sales professional  
• Opening and rapport building techniques to get cooperation and conversation  
• Understand buying process and sales cycle in Inside Sales  
• Presenting ideas effectively and asking the right questions to influence customers 
• Manage common customer objections and price issues
• Identify opportunities to cross-sell and up-sell  
• Inside Sales approaches to effectively close sales

Who Should Attend

Any Inside Sales professionals who needs to generate leads and close the deals remotely over the phone. Other sales professionals will also benefit in learning techniques to reach and influence key decision makers over the phone effectively.

The Trainer

(This course will be conducted by one of the following trainers - Ng Ping Ping or Jace Chew)

Ng Ping Ping is a powerful coach who helps companies and their personnel grow in their professional and personal journey. Charismatic and enthusiastic, she is a one of a kind trainer. Her unique blend of theory, married with experiential dimensions provide more than a cognitive learning process.

Ping Ping  uses her broad experience gained through various roles in multinational companies in all her training sessions. She has had exposure in client relationship management, service quality, branding/marketing from the leadership roles she has held in the past.

With intensive hands on experience in operations and merchandising for the fashion and retail industry of leading  brands, she have been trained to have a keen eye for detail. Her clientele hails from countries across the globe, cutting across the width of the whole social strata rung. Having worked and lived in many countries, she has kept up to date with the different trends and cultures in different markets and is easily adaptable to train different groups.

The key areas she  trains  includes Communication, Sales,  Branding & Marketing, Negotiation Skills, Customer Service, and Self-Empowerment issues.

Her natural charisma, ability to captivate and keep her audience focused is a key factor for the exceptional results she attains consistently.

From her years of work experience she is able to bring direct relevance to the classroom experience.

A firm believer in lifelong learning she applies current methodologies of learning in the training programs that she conducts.

Ping Ping graduated with Bachelors of Commerce, specialising in  Banking, Finance and Management from Murdoch University, Western Australia. She is currently an associate trainer with the Centre For Communication And Sales Training Pte Ltd.