Sales Training Programs | Sales Courses



The GREAT Inside Sales Course, often used for call center training, is one of our most popular!


Inside Sales Course Description

GREAT inside sales course

Our highly-acclaimed GREAT Inside Sales Course contains a comprehensive set of sales fundamentals and prospecting techniques for inside sales and call center sales professionalsOur inside sales courses are typically 3 days in length and is tailored to client needs via pre-workshop interviews.  Included are participant workbooks, tailored role-plays, simulations and a multitude of customized, leave-behind sales tools.




NOTE:  All Sales Alliance courses are available ONLY to sales teams of 12 or more and are NOT available to individuals or small groups. 


Inside Sales Competencies Developed

  • Increase the number of opportunities and referrals generated
  • Master the art of relationship selling
  • Use sales course concepts taught to upgrade your selling process and prospecting techniques
  • Boost success with decision makers
  • Learn effective probing and inside sales techniques
  • Outmaneuver competitors
  • Decrease stalls
  • Prevent objections
  • Improve closing rates


Inside Sales Techniques Taught

  • Lead qualification
  • Developing trust and rapport
  • Avoiding the common inside sales challenges with phone tag and voicemail
  • Probing for needs and pain
  • Presenting effective solutions
  • Overcoming objections
  • Creating urgency
  • Closing sales and gaining commitments


Inside Sales Course Outline

GREAT Inside Sales and Service

  • Describe how inside sales and service people successfully influence purchase behavior
  • State why customers prefer people who listen well
  • Explain his or her own top improvement goals for this sales course
  • Cite at least two reasons why support people often can outsell professional salespeople
  • Describe how product selling is different than GREAT Inside Sales and Service™
  • Describe the GREAT Inside Sales Process
  • List at least six ways to immediately boost sales
  • Determine your personal earnings and activities goals


Getting GREAT Results:  Greeting Your Customer and Prospecting

  • Explain the five steps to becoming a GREAT Inside Sales professional
  • List the four key elements in the shopping sales cycle
  • Understand your real competitors
  • Learn at least six sources of leads and corresponding prospecting techniques
  • Identify event marketing opportunities
  • Learn the five characteristics of a prospect
  • Develop a call opening that results in cooperation and conversation
  • Describe four ways to develop a winning attitude
  • List at least three time and territory management techniques
  • Commit to using at least 3 new sales prospecting techniques immediately
  • Use at least six “words that work”
  • Build confidence and overcome call reluctance


Developing GREAT Customers: Relating to the Customer

  • List at least three characteristics of each personality type
  • Explain at least two ways to sell each personality type
  • Know at least three words that are likely to be effective with each personality type
  • Practice “role shifting” to better communicate with other personality types
  • Describe how each personality type reacts to pressure (backup styles)
  • Explain why mirroring, a technique taught on other sales courses, does not work
  • Use the supplied inside sales course “cheat sheet” to instantly establish trust and rapport


Finding GREAT Opportunities: Exploring Customer Needs

  • Describe at least four reasons why Inside Sales Reps often talk too much
  • List at least four techniques for improving listening skills
  • Explain why salespeople’s performance often declines over time
  • Cite reasons why premature prescriptions can be poisonous
  • Learn effective listening techniques
  • Discover the explore process
  • Create a qualification questions list
  • Develop at least five open and closed-ended questions
  • Successfully use the Wide-Narrow Questioning Approach to elicit all customer needs
  • Develop cost-justification questions for improved urgency
  • Create questions for each personality type
  • Explain specific questions that are appropriate for referral sources


Providing GREAT Ideas:  Advising Your Customer

  • Define a feature, benefit, and potential benefit
  • List at least two potential benefits for each personality type
  • Describe how customers determine value and how to best influence their perceptions
  • Learn how to financially justify your customer proposal
  • Successfully translate customer needs into solutions via an effective “advise” statement
  • Explain the three elements of advising a customer, including the transition statement
  • Explain why inappropriate or premature mention of features can kill a sale
  • Be able to effectively handle at least ten different customer objections
  • Successfully counter each of the four different price objections
  • Overcome price resistance, complaints, “I’m happy” and “Send me information”
  • Discover ways of better handling and preventing objections
  • Use this sales course to experience and overcome feelings of personal rejection


Getting a GREAT Pay Raise:  Tying It All Together

  • Describe the four levels of direct sales success
  • Explain how to cope with rejection in a positive manner
  • List at least three commitments to obtain if the buyer isn’t ready to close
  • Develop and use at least two trial closes
  • Describe and use at least five different closes
  • Explain three ways to use installation set up as an additional sales opportunity
  • Explain the concept of a “soft” close and demonstrate how to use the technique
  • Recognize at least five closing cues
  • Demonstrate effective cross-selling and up-selling techniques
  • Effectively use the firm’s preferred ending statement while closing sales


What’s Included in our Inside Sales / Call Center Training

  • Pre-workshop interviews and sales course tailoring
  • Pre-workshop management meeting to solidify sales course agenda and content
  • Professional instruction and facilitation by experienced sales training speakers and sales course authors
  • Workbook/reference manual, prizes and all sales course materials
  • Best inside sales / call center training materials, strategies, skills, sales / prospecting techniques and tools
  • Small-group role-plays, feedback and coaching
  • Highly-interactive format using accelerated learning techniques
  • More than twelve group exercises, skits and case studies
  • Six different games and contests
  • Five role-plays
  • Over 30 illustrative stories, jokes and anecdotes
  • Post-workshop reinforcement, skills development and application plan

Tools Developed in this Sales Course

  • Lead sources list
  • Lower level call opening
  • Decision maker call opening
  • List of key business problems to prospect for
  • Qualification questions list
  • Probing and needs assessment questions
  • Potential benefits for each personality type
  • Voicemail ad
  • Phone tag avoidance checklist
  • Objections-responses list
  • Little known call center sales “tricks”
  • List of closes and commitments


Workshop Modules That Can Be Added to this Inside Sales Course


Sales Course Options and Upgrades



All Rights Reserved. The Sales Alliance Inc. San Diego, California.


Sales Training Programs | Sales Courses