Online Sales Training Curriculum

Reduce Training Expenses, Increase Pipeline, and Shortening Sales Cycles

Inside sales training course

Sales Course #1

Your New Opening Value Statement

Learn what to say after “Hello, my name is…” With these online sales training courses, your team will learn how to custom create an opening value statement that piques interest and lowers resistance in the first 30-seconds of a sales call.

  • 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
  • Duration: 50-minutes (Video/Exam/Role-play Lesson)

Sales Course #2

Gatekeepers & Voicemail/Email

In this sales course, teams will learn how to avoid being rejected by gatekeepers, leave voicemails that generate callbacks and create emails that set appointments.

  • Avoid Getting Rejected by Gatekeepers
  • Includes word-for-word sales script templates/examples for
    • Gatekeeper: When you know the name of the prospect
    • Gatekeeper: When you do NOT know the name of the prospect
    • Voicemail / Email
  • Comprehension Exam
  • Duration: 50-minutes (Video/Exam/Role-play Lesson)

Sales Course #3

Engagement Questions

This sales course will show your team how to uncover a problem your prospect doesn’t know that they have.

  • Get Your Prospect to Open Up
  • Get Prospects to Recognize Existing Problems/Challenges
  • Uncover a Prospects 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
  • Duration: 50-minutes (Video/Exam/Role-play Lesson)

Sales Course #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.

  • 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
  • Duration: 50-minutes (Video/Exam/Role-play Lesson)

Sales Course #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 plus handle objections and close the sale.

  • Give Presentations that Hit the Prospects Hot Buttons
  • Includes word-for-word sales script templates/examples for:
    • How to tailor your presentation to your prospects hot buttons
    • How to ensure your solution is on the mark (and what to do if it isn’t)
    • How to execute the “Close on Solution Concept” play
    • How to smoothly transition from Presentation to Closing
  • How to Uncover the Real Objection & Close the Sale
  • Includes word-for-word sales script templates/examples for:
    • Isolating the Real Objection
    • Handling & Closing the Sale
  • Comprehension Exam
  • Duration: 50-minutes (Video/Exam/Role-play Lesson)

Sales Course #6

Follow-up Calls, Referrals & Lead Generation

In this sales course, your team will learn how to avoid follow-up call failure and use the 5-step follow-up call strategy to re-heat the interest of your prospects.

  • Make Sure Your Follow-Up Calls Lead to a Close
  • Includes word-for-word sales script templates/examples for:
    • Follow-up calls
    • Follow-up voicemails
    • Follow-up emails
  • How to Safely Get More Referrals w/out Risking Your Client Relationship
  • How to use webinars to generate warm qualified leads
  • Comprehension Exam
  • Duration: 50-minutes (Video/Exam/Role-play Lesson)

Sales Course #7

Goal Setting

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

  • Why You Need to Set Challenging Sales Goals
  • How to Stay Motivated – Especially During Tough Times
  • Step-by-step Process for Achieving Your Personal & Sales Goals
  • Duration: 50-minutes (Video/Exam)

Sales Course #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.

  • Be More Productive & Gain Structure to Your Day
  • FINAL Exam
  • Duration: 50-minutes (Video/Exam)

Interested?

Stellar Testimonials

Over 4,000 happy clients have achieved tangible results.

“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.”

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Jeffrey Gitomer
Sales Author, Little Red Book of Selling

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

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Russel Durrant
Vice President of Sales, Prophix Software

“This is by far the best cold calling sales training course I have ever taken. My reps love it and live by its teachings.”

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Vince Miceli
Director of Sales

Questions?