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Certificate In Inside Selling

  • Remote Selling Techniques for Virtual Sales Success

Course Overview

The Certificate in Inside Selling is a practical, six-week programme designed to help sales professionals excel in virtual selling environments. Whether you’re in lead generation, inside sales, or customer development, this course will empower you to confidently engage with buyers via phone, email, instant messaging, and video calls. 

Participants will gain the tools and techniques to craft impactful messaging, overcome resistance, and close deals in an increasingly competitive digital landscape. Ideal for those looking to boost productivity, improve conversion rates, and build meaningful customer relationships remotely.

Course Objectives

  • 1. Understand the fundamentals of inside selling and its application in remote communication environments.
  • 2. Develop value-driven opening strategies to capture attention and build rapport.
  • 3. Apply questioning and listening techniques to uncover customer needs effectively.
  • 4. Present solutions clearly and persuasively across digital channels.
  • 5. Handle objections confidently and guide conversations toward commitment
  • 6. Write compelling sales emails that confirm agreements and reinforce value.
  • 7. Manage time, energy, and follow-up strategies to sustain sales momentum.
  • 8. Execute a structured remote sales process that leads to predictable results.

Course Outline

  • Define inside selling and its growing relevance
  • Explore core principles and processes
  • Understand the unique demands of virtual selling
  • Recognise the shift from face-to-face to digital interactions
  • Prepare for calls with research and clarity
  • Craft value propositions that spark engagement
  • Apply a four-step call opening process
  • Address initial resistance with confidence
  • Influence with tone, pace, and delivery
  • Build vocal presence and confidence
  • Choose impactful words and phrases
  • Project professionalism and energy during calls
  • Plan strategic questions based on call objectives
  • Use active listening to build rapport and gather insights
  • Distinguish between pitching and probing
  • Follow qualification frameworks to drive discovery
  • Adapt questioning style based on buyer cues
  • Structure a persuasive solution pitch
  • Use behavioural triggers to influence buying decisions
  • Address objections before they arise
  • Reinforce credibility with relevant case examples
  • Spot readiness cues and closing signals
  • Use language that supports decision-making
  • Handle final concerns with calm clarity
  • Apply the “nudge” technique to move deals forward
  • Plan and write persuasive confirmation emails
  • Structure messages for clarity and impact
  • Edit for tone, brevity, and professionalism
  • Implement effective follow-up strategies
  • Ask for referrals and testimonials
  • Stay connected with prospects and clients
  • Manage energy levels and daily productivity
  • Develop habits that support sustained performance
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Delivery Method

  • Virtual instructor-led sessions for remote participants
  • On-site facilitation tailored to organisational needs

Boost virtual sales success!
Enrol in the Certificate in Inside Selling!

Master virtual selling skills, craft persuasive messaging, overcome objections, and close more deals with confidence in our practical, six-week Certificate in Inside Selling course.

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