Inbound Sales Training

Learn what best to do when a sales prospect wants to buy but doesn’t want to be sold.

Good Selling is Knowing How to Direct the Conversation, Not Dominate It

What Are Inbound Sales?

Increasingly, with greater insights into the sales process, the buyer has more control. Today’s consumers are inclined to have done their homework about what they are looking to buy before they find who sells it. This approach is exponentially more likely the more expensive or specialized the product or service they are looking to acquire. Chances are they have never heard of your company before they typed what they were looking for into a search engine, but you can bet they think they know pretty much all that’s needed before picking up and dialing.

When they reach out to your company for that particular product, they already have a good understanding of who you are, how long you have been in business, reviews about your product—good and bad—and, perhaps most important, alternatives to what you sell. They’ve done their homework, and by doing so, they’ve removed a key advantage that sales professionals have traditionally enjoyed.

But this is all to your benefit. When they have defined what they want to buy and generally how much they are willing to pay, gathered all the evidence, put your company and your products under intense scrutiny, and finally reached out to you, this is an opportunity. And it is only the first step in the inbound sales process.

Inbound-Sales

Now That You Have the Call, What Do You Do With It?

When a potential customer reaches out to your company for a product or service, they no longer want to be sold. An incoming lead is contacting you to have questions answered. They are taking the temperature of your company and making a judgment about whether yours is one with which they want to do business. It is definitely a potential sale, but not the time for you to totally control the flow of information or make an aggressive sales pitch. It takes skill to convert curiosity into a sale.

Your inbound sales staff needs the savvy to tactfully and methodically get the prospect to discuss their needs and objectives and engage them in conversation without resorting to an immediate high-pressure pitch. They are coming to you because your company is positioned as an expert. The prospect needs information and guidance, and concrete reasons why your products and services will solve their issues or help them accomplish their objectives. To do this, whoever answers the phone on your end absolutely has to be thoroughly trained to guide the prospect—then obtain the sale.

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Get the Most From Your Investment

Your company invested a great deal of time and money to get a warm lead calling in to your company. Whether it was through a well-designed and expertly written website, a pinpoint accurate email campaign, or targeted web advertisements, the inbound sales process isn’t cheap. So when the call does come, who is answering the phone or responding to the email? Does your company spend as much on training your inbound sales staff as you do generating the lead? This is the greatest weakness of many inbound marketing strategies, and it’s where inside sales training from Game Face has an immediate and drastic impact.

Client Successes

VitalSmarts is a 30-year-old company that specializes in corporate communications training, team building, and conflict resolution, stemming from several best-selling publications. They are dedicated to an inbound sales process that relies heavily on social media and an internet presence to generate interest in their services and bring traffic to their inbound sales teams. Game Face works directly with VitalSmarts to develop a subtle yet strong sales dialogue that  maximizes qualified leads and turns their inbound sales investment into profitable results.

Lee McNeil

“Game Face training was the best training my team has ever participated in. Since the training, our scripts, call guides and discovery questions have improved dramatically, and we are seeing better results from our interactions with prospects and clients. I really appreciated the course design and quality of the delivery—it is not your typical sales training!

Lee McNeil
Senior Manager, Business DevelopmentVitalSmarts 

Supercharge Your Sales

Since nothing happens until somebody sells something, jumpstart your career or team through world-class sales training.

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Supercharge Your Sales

Since nothing happens until somebody sells something, jumpstart your career or team through world-class sales training.

  • This field is for validation purposes and should be left unchanged.