Event / Courses

Remote Selling Excellence

OVERVIEW

Remote Selling Excellence leverages key principles of Ascension’s renowned Purposeful Selling program which has provided a proven training discipline to hundreds of companies all over the world. The main goal of Remote Selling Excellence is to train inside sales teams who do not have the ability to engage face-to-face with prospects to build rapport while training them to uncover customer needs and close new business remotely.

Recommended for:  

This is a Specialist B2B Marketing concept and workshop, appropriate for inside sales and customer service/support teams expected to prospect new business and up/cross sell current accounts.

Format:  

2-day interactive workshop mixing instructor lead training on branding best practices with exercises to demonstrate how to leverage frameworks and tools.

OBJECTIVES

Participants will come away with understanding purposeful remote selling. Understanding the consultative selling model by seeing critical communication skills, building customer rapport from afar and learning about personality styles found in business. They will experience using strategic questions to uncover needs and qualify opportunities.

CONTENT

  • Brand Ambassador Concept – remotely conveying the company brand
  • Essential Verbal Skills – the importance of vocal tone, pace, word choice
  • Pre-Call Preparation – using the Call Planner SM to guide new business prospecting
  • Customer Personalities – understanding four personality types found in business
  • Strategic Questions –techniques to uncover customer needs
  • Objection Handling – turning customer objections into sales opportunities
  • Prospecting – proven outreach and methods to re-engage + sell past customers
  • Communication Tips – leveraging email + voice mail sales communication

INSTRUCTOR