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Inside sales training

by btyiw
9 replies
To my sales experts,

I was recently employed by a large company for their inside sales department and I'm trying to get ahead of the curve when it comes to properly selling their products and services. A handful of people within the department are doing extremely well in commissions every month and I wanted to get some advice from some of the sales experts on this site. Can any of you provide me with some advice, books, or training information on where I can start so I can develop a good idea on how to be successful in this position?
#inside #sales #training
  • Profile picture of the author Claude Whitacre
    Ask to talk to the best salesperson in your company. Buy them lunch. Take them out for drinks. (If you both feel comfortable with that).

    If your company has scripts...study them, and practice them.

    Books? Tell us what category you sell in, and if you are calling cold or in a niche. That will help.
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    One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

    “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
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    • Profile picture of the author Talltom1
      btyiw,

      The very best advice anybody can give you, is to go over to Amazon, and do a search for all of the books written by Claude Whitacre. The guy's an absolute master at selling and closing sales. Buy each one of his books and read it at least twice. They're easy to read, and the content doesn't get old.

      Talltom
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      • Profile picture of the author Claude Whitacre
        Originally Posted by Talltom1 View Post

        btyiw,

        The very best advice anybody can give you, is to go over to Amazon, and do a search for all of the books written by Claude Whitacre. The guy's an absolute master at selling and closing sales. Buy each one of his books and read it at least twice. They're easy to read, and the content doesn't get old.

        Talltom
        Thanks, Dad.

        I was really wanting to know more about who they called, and if it was a real cold call or not. I had a few books in mind that I'd recommend...but not for every single approach.
        Signature
        One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

        “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
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  • Profile picture of the author rmarx123
    Here's 3 great books for anyone in sales looking for big results on purpose...

    Sandler's 49 Rules of selling

    Let's get Real or Lets Not Play

    Influnecs
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  • Profile picture of the author Matthew North
    Originally Posted by btyiw View Post

    To my sales experts,

    I was recently employed by a large company for their inside sales department and I'm trying to get ahead of the curve when it comes to properly selling their products and services. A handful of people within the department are doing extremely well in commissions every month and I wanted to get some advice from some of the sales experts on this site. Can any of you provide me with some advice, books, or training information on where I can start so I can develop a good idea on how to be successful in this position?
    Jason Kanigan has a great WSO for a one on one call. I bought it and he went beyond my expectations of a sales trainer. Anything written by Claude Whitacre is golden also.

    Both Claude and Jason have a similar style of selling even if the exact techniques and words they would say vary. If you want to outsell your call centre, the consultative approach is what works in reality.

    Be careful about what books you read and which concepts and ideas you adopt as your personal style. The body of knowledge has moved forward past a lot of what is written in them. A combination of Jason's training and Claude's books will put you so far ahead of the curve you will wonder why selling was ever difficult.
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    you cant hold no groove if you ain't got no pocket.

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    • Profile picture of the author Claude Whitacre
      Well, I see the OP has left us. But I really do have a book to recommend.

      It's The Ultimate Book Of Phone Scripts by Mike Brooks.

      Every approach has several proven scripts. Every sales objection has maybe ten good answers. And there is enough here to justify a three day seminar for $1,000.
      Not every script is powerful. I suspect a few are just copied from another book, or course. And I think it' about $39. Not cheap for a paperback book.

      But if you sell by phone, this is the Motherload.

      Here's a direct link to the Amazon sales page (non-affiliate, I swear)

      The Ultimate Book of Phone Scripts: Mike Brooks:...The Ultimate Book of Phone Scripts: Mike Brooks:...
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
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  • Profile picture of the author btyiw
    The position is for inside sales, calls coming in a call center but its highly based on commissions for wireless products / services
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  • Profile picture of the author TrumpiaTim
    Start working and hanging out with the top sellers, books will help you as you read strategy and tips but each product/work place is unique. Seek out the higher performing reps, see what they are doing, and start to intertwine their selling tactics into your own.
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    www.Trumpia.com

    Trumpia: The Most Completed SMS Text Messaging Software & API Solution.
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