Inside Sales Techniques

NCMA

Inside Sales Techniques.jpg

by Kristie Lorette

The inside sales process involves reaching out to customers through the phone or the Internet instead of paying them personal visits. Because of the lack of face-to-face contact, you’ll have to utilize specific sales techniques to ensure that you get the message to the customer as effectively as possible. Fortunately, there are a number of strategies that you can apply to make the most of your sales contact and generate the business you are seeking.

  1. Navigate beyond the gatekeeper. One of the biggest challenges in inside sales is getting past the person who is responsible for answering the phone. In most companies, there is usually a secretary or administrative assistant who fields the calls and leaving a name and callback number for the sales contact is seldom successful.

Remain as friendly as possible and avoid sharing too much information with the gatekeeper. Instead, focus on presenting the…

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