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.
- 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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