The objectives of Course 1 are to familiarize you with the CISP® program and learning methods, identify many of the unique attributes associated with an Inside Sales Professional, and introduce the AA-ISP Code of Ethics. As the profession of Inside Sales continues to grow and take on increased significance, the AA-ISP feels it is important to establish and maintain a Code of Ethics to ensure professional standards for Inside Sales are adopted and maintained.
In this course applicants will review the basics of business, how functional areas operate, how companies typically procure products/services, and the common steps of a sales process.
In this course applicants review a variety of tactics which are critical to an Inside Sales Professional's (ISP's) research and preparation for prospecting and finding contact information and other information specific to the targeted organization and individual. In addition we'll discuss key goals for successful prospecting. This course requires you have the knowledge and skills to gather relevant contact information on prospects and also the ability to set and measure yourself on prospecting goals.
In this course applicants review the components of a successful first call to a prospect, commonly referred to as the Prospecting Call, cold call, or warm call. The Prospecting Call may be in response to a marketing lead, a prospect's inbound or web inquiry, or it may be an outbound lead generation call. This course tests the knowledge and skills required to conduct an effective Prospecting Call and move, as appropriate, to the Discovery and Qualification phase or other possible next steps in the sales process including a virtual or face-to-face meeting, a referral to another more appropriate executive, or a future scheduled call based on needs and timing. Prospects may sometimes also just request information by email.
In this course the Discovery & Qualification phase of the sales process is examined. The objective of this phase is to develop and confirm a thorough understanding of a prospect's situation, needs, challenges, and any processes in the purchasing decision. This information is then used to "qualify" the prospect by determining if there is a match for your product/services. It also allows you to assess the probability of closing a sale, while determining the appropriate next steps to take in the sales process.
In Course 6 we review the "Presenting a Solution" phase of the sales process. The objective of this phase is to properly prepare and present a compelling solution and, if appropriate, submit an initial proposal. Presenting a solution via the phone or "virtually" is one of the most important phases of the sales process. The sales representative and their company are center stage and are given the opportunity to discuss and demonstrate the products and solutions relative to the prospect's specific needs, openly discuss and gain agreement on specific key benefits, and more importantly, ask for the sale. In order to be a successful ISP, it is critical to effectively present a solution.
In course 7 Objection Handling, which occurs throughout the sales process, is examined. The primary objectives of this phase are to surface and address the prospect's objections and advance the sale process. This is accomplished by determining if the objection has a resolution or is in fact an obstacle that cannot be solved and should therefore end the sales process.
In this course the Closing stage of the sales process is examined. The primary objective of this stage is to gain commitment and a signed agreement. Up to this point, an inside sales professional has completed a prospecting call, qualified, discovered pain, presented a solution, and addressed objections. Whew, exhausting! Having aligned our solution to needs and removed concerns, it's time to close.
In this course the art of leaving voice mails and writing effective e-mails is examined. Inside Sales Professionals rely heavily on both voice mails and e-mails to communicate to prospects and clients. This course will outline the most effective ways to accomplish written communications and voice mails.
In this course, best practices for account and channel management are discussed. The primary objective of this course is to share skills for practicing outstanding customer service and pro-active communications during the account management and channel management process.
The Final Examination overview will help the CISP® candidate effectively prepare for their final examination. The final exam grading outline is examined along with a recorded example of an effective "live" role play. Course 11 will get CISP applicants ready to take their final exam.
|AA-ISP Members:||$875 | €801|
|AA-ISP Non-members:||$975 | €892|
Euro estimates are calculated daily.
Non-member pricing includes a 1-Year AA-ISP Professional Membership.