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Inside Sales Training Insert Team Logo Inside Sales Training Insert Team Logo

The Next Two Days What can you expect? The Next Two Days What can you expect?

Expectations Our expectations for you: Expectations Our expectations for you:

Product Information Product Information

Time Management and Organization Time Management and Organization

Renewal Calls SALESPERSON: “Hi, I’m your personal account manager with the Kangaroos, my name Renewal Calls SALESPERSON: “Hi, I’m your personal account manager with the Kangaroos, my name is (salesperson name). I wanted to follow up on your renewal and spend a few minutes to hear more about your experiences at our games this past season. If you were going to rank it on a scale of 1100, where would you rank your experience? ” SEASON TICKET HOLDER (STH): Positive or negative answer SALESPERSON: If a high number: “That’s terrific. That’s what we like to hear. Are there any changes you’d like to make to your package? ”

Renewal Calls Renewal Calls

Handling Objections Handling Objections

Additional Keys to Handling Objections Additional Keys to Handling Objections

Other Decision Makers Other Decision Makers

(Insert additional objections) Create additional slides for objections specific to your team and the (Insert additional objections) Create additional slides for objections specific to your team and the answers. This could include:

Asking for the Order SALESPERSON: “Other than (the objection you just solved), is there Asking for the Order SALESPERSON: “Other than (the objection you just solved), is there anything else causing you to hesitate? ” PROSPECT: “No, that was it. ” SALESPERSON: “Terrific, why don’t we put your order in today? I can take care of it over the phone. Would you like to use the credit card we have on file? ”

Deciding who to meet with Deciding who to meet with

Triple Threat Marketing Explained Triple Threat Marketing Explained

New Business Calls New Business Calls

New Business Calls New Business Calls

New Prospect Questions to Ask New Prospect Questions to Ask

New Prospect Questions to Ask New Prospect Questions to Ask

Making the Recommendation SALESPERSON: “Based on what you’ve told me, I think we have Making the Recommendation SALESPERSON: “Based on what you’ve told me, I think we have a package that could work perfectly for you. Do you have the information we sent you close by? “If not, grab a pen and paper and I can give you all the details. (or) If you’re near a computer, go to (team website with ticket information). ” SALESPERSON: “I recommend our…”

Handling New Prospect Objections Handling New Prospect Objections

General Keys to Handling Objections General Keys to Handling Objections

Objection – Other decision maker Objection – Other decision maker

Objection – Cost Objection – Cost

Objection – “Let me think about it” Objection – “Let me think about it”

The Right Meetings The Right Meetings

How to Ask for Referrals How to Ask for Referrals

How to Ask for Referrals How to Ask for Referrals

In-Bound Call Script SALESPERSON: “Thank you for calling the Big City Kangaroos, my name In-Bound Call Script SALESPERSON: “Thank you for calling the Big City Kangaroos, my name is (first name), how may I help you? ” PROSPECT: “Hi, I received your letter/email/saw an ad. Can you tell me more about this ticket package? ” SALESPERSON: “Certainly, so I can look you up in our records, can you give me your name and telephone number? ” (gather contact information discreetly in order to call them back in the future) PROSPECT: (Gives name and contact information) SALESPERSON: “Terrific. Now, let me ask you a couple questions to make sure we have the right ticket package for you. ”

In-Bound Call Script In-Bound Call Script

Making the Recommendation SALESPERSON: “Based on what you’ve told me, I think the (insert Making the Recommendation SALESPERSON: “Based on what you’ve told me, I think the (insert package) would work perfectly for you. Do you still have the letter or email we sent you? ” (if not) “Grab a pen and paper and I can give you all the details. (or) If you’re near a computer, go to (team website with ticket information). ” SALESPERSON: “I recommend our…”