Online Sales Training for In-House and Remote Teams

Live Online & OnDemand Sales Training Courses by Inside Sales Expert Michael Pedone

OUR SALES TRAINING CURRICULUM

Lesson #1

Your New Opening Value Statement

Learn what to say after “Hello, my name is…” In this online sales course, you will learn how to custom-create an opening value statement that piques interest and lowers resistance in the first 30 seconds of a prospecting call.

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  • How to Pique a Prospects Interest in the First Few Seconds of a Sales Call
  • Eliminate “No, Thanks,” “Not Interested” / “We’re All Set” Responses
  • Includes word-for-word sales script templates/examples for Cold and Warm Calls
  • Comprehension Exam

Lesson #2

Gatekeepers, Voicemails & Email

In this sales course, you will learn how to avoid being rejected by gatekeepers and how to leave voicemails that get prospects to call you back.

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  • Avoid Getting Rejected by Gatekeepers
  • Increase Voicemail Call Backs
  • Includes word-for-word sales script templates/examples for
    • Gatekeepers
    • Voicemails & Email
  • Comprehension Exam

Lesson #3

Engagement Questions

This sales course shows sales reps how to uncover a problem the prospect doesn’t know that they have.

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  • How to Get Your Prospect to Open Up
  • Get Prospects to Recognize Existing Problems/Challenges
  • Uncover a Prospect’s Hot Button (Buying Motives)
  • Create Urgency for a Solution
  • Includes word-for-word sales script templates/examples for:
    • Engagement questions
    • Opportunity size questions
    • Finding pain points/hot buttons
  • Comprehension Exam

Lesson #4

Qualifying

In this sales course, we will discuss the three phases of qualifying, how to uncover your prospect’s purchasing process, and how to reduce stall objections.

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  • Identify the Real Decision Maker(s)
  • What to do (and NOT do) If You Aren’t Speaking With the Real Decision Maker How to Qualify Your Prospect on Price/Affordability
  • Includes word-for-word sales script templates/examples for:
    • Identify your prospect’s real decision-making role
    • Time Frame
    • Price (no more surprise “not in the budget” objections!)
  • Comprehension Exam

Lesson #5

Presentation, Objection Handling & Closing Skills

This sales course will show your team how to tailor presentations to their prospect’s hot buttons and buying motives, smoothly transition from presentation to closing, and how to handle objections and close the sale.

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  • Give Presentations that Hit the Prospect’s Hot Buttons and Increase Desire For Action
  • How to Uncover the Real Objection and Close the Sale
  • Includes word-for-word sales script templates/examples for:
    • Presentation Tie-downs
    • Closing on Solution Concept
    • Isolating the Real Objection
    • Handling & Closing the Sale
  • Comprehension Exam

Lesson #6

Follow-up Calls & Referrals

In this sales course, your team will learn how to avoid follow-up call failure, a 5-step follow-up call strategy, plus how to use social selling to generate warm inbound leads and referrals.

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  • Make Sure Your Follow-Up Calls Lead to a Close
  • How to Safely Get More Referrals without Risking Client Relationships
  • Includes word-for-word sales script templates/examples for:
    • Follow-up calls
    • Follow-up voicemails
    • Follow-up emails
    • Referral emails
  • Comprehension Exam
  • BONUS: Social Selling and Referrals Lead Generation

Lesson #7

Goals Setting

In this sales course, Michael shares personal strategies that will help you overcome challenges and reach new achievements.

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  • How to Stay Motivated – Especially During Tough Times
  • Set and Achieve More Sales & Personal Goals

Lesson #8

Time Management Skills

In our final sales class, we will discuss simple time management and call block strategies that will have a huge impact on your sales numbers.

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  • Be More Productive and gain Structure to Your Day
  • FINAL Exam for Certification*

Eliminate call reluctance from your sales team for good!

Sales are through the roof, the best year we have ever had. We are hiring and recruiting right now because they can’t keep up with all of the sales. We outsold our ability to deliver! I couldn’t have been happier with the outcome.

John Vannelli
Director of Sales, Whitman Partners, Staffing & Recruiting

Michael Pedone is one of the few sales trainers that actually knows what he’s talking about.

Take his course. It’s money in the bank.

Jeffrey Gitomer
Sales Author, Little Red Book of Selling

Michael’s program is a perfect solution for any sales organization that primarily sells over the phone.

(Prophix has used the SalesBuzz cold call training program for all new hires for the past 9 years)

Russel Durrant
Prophix Software – Software Development