"How to Build a
Multi-Million Dollar
Inside Sales Team"

The Complete Program
Just $1995

Complete 400+ page binder along with 6 CD's that walk you through each page and each step of the process.

Part One: The Defined Sales Process

CD #1

Introduction
The Problem with Current Management
Every Manager's Default Response
Fill that Pipeline
The Solution
The Defined Sales Process
Developing your Defined Sales Process
Example of a 4-Step Sales Process
Step One: Interest
Step Two: Product Demo
Step Three: Proposal
Step Four: A Closed Sale

CD #2

Job One: Develop Your Outline
Option One - Your Top 20%
Option Two - Your Existing Process
Option Three - Take a Page from Your Own Book
Job Two: Drill Down Each Step
First Step: The Qualified Lead
Identifying the Buying Motive
Uncovering Potential Objections
Identifying Decision Makers
Understanding the Decision Process
Who is Your Competition
Budget
Summarize the First Sept
Rate Your Lead Quality
Sales Benchmarks
First Step Conclusion
The Second Step
Additional Steps
The Last Step - The Close
DSP Summary

Part Two: Develop a Comprehensive Sales Training Program

CD #3

Turn Your DSP into Your Training Program
The Opening Scripts
What Not to Do
What You Should Do
Your Best Practice Opening
Your Inbound Call
Getting Past Gate Keepers
Initial Resistance Scripts
Common Blow Offs
I'm Not Interested
Just Send Your Information
We Already Have a Supplier
Too Busy
We Don't Have the Budget/Money
Opening Scripts Summary

CD #4

The Final Step - The Close
Avoid Creating Stalls or Objections
Script Out Your Best Openings
Sample Openings Prepare for Initial Resistance
We're Not Interested
Don't Have the Time
Not for Us
Already Have a Supplier
Handling Objections: Price is Too High
I Need to Speak With
Need to Think About It
Closing Benchmarks
Trial Closes
Powerful Questions
The Drop Close
Dealing with Hangers
Conclusion

Part Three: Managing Your Sales Team

CD #5

Your Goal as Sales Manager
If I were Hired as Your Manager
True Sales Management
Effective Tools for Monitoring
Teach Goals for Improvement
Taking Over Calls
Script Adherence Grading Forms
Your Management Goal

CD #6

Motivating Your Team
Make Results Public
Recap of Management Essentials
The Best CRM System
The Big Question
Evaluate Your Team
Make the Hard Decisions
Performance Manage Out Non-Producers
Slow Hiring Fast Firing
Ads to Find the Right Reps
Asking the Right Questions During the Interview
Using Assessment Tests to Measure Intangibles
Cognitive
Behavioral Testing
Interests Related to Selling
Conclusion
Testimonial Letter