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Inside Sales: Effective Selling Practices

This module is formulated to develop consultative selling skills and knowledge using a well-defined successful framework. Topics covered provide an outstanding introduction to consultative selling for both internal sales professionals as well as serving as an excellent refresher course for the experienced practitioner.  

 Duration A two day course.     
 Objectives Short term:
• Equip inside sales professionals with a well-defined consultative sales process to execute successful sales calls promoting complete solutions
• Acquire the skills and knowledge to successfully handle objections leading to shorter sales cycles with productive closing rates

Long term:
• Improved internal sales force effectiveness and productivity yielding to higher sales volume per order
• Development of top performers within internal sales team  
 Content Selling Over the Phone: Field vs Internal
• Similarities and Differences
• Proactive Activities
• Successful Voice Scripts
• Effective E-mails

Principles of a Consultative Sales Process - Hotspot™ Selling
• What is Consultative Selling?
• Customer Focused Introductions
• Effective Questioning/Listening
• Defining the Buying Process
• Identifying Customer Values/Sales Opportunities
• Heightening Urgency to Change
• Account Focused Solution Selling
• Gaining Customer Commitment
• Closing the Call: Next Steps/Order
• Follow-Up Process

Overcoming Objections/Concerns
• Indifference
• Scepticism
• Price Objections

Practical Selling Tools/Aids
Group Role Playing Exercises
Training Evaluation Exercise
Training provided by

Please contact Dr Ramila Patel at for further details or visit the website: