Anilor is pleased to offer the entire Discovery/Fulfillment curriculum for classroom and on-line delivery*. The Discovery/Fulfillment Inside Sales Training Course has helped clients increase sales and the profitability of sales for large and small businesses alike. The following questions will help you determine how this course can best assist you in your pursuit of sales effectiveness.

• Are your inside sales agents order takers or order generators?
• Does your inside sales team merely handle transactions or are they prepared to help prospects and clients apply the right product or service for expressed needs?
• How many sales are lost as the result of good intentioned and unwitting 'un-selling' behaviors?
• How concerned are your sales agents about profitable sales vesus simply booking orders?
• How well are your agents able to up-sell or cross-sell?

Course Contents

1. Motivating customers to buy and to develop a lasting relationship with your business?
2. Overview of skills required to be a high performing inside sales representative.
3. Examples of costly inside sales and service mistakes
4. Overview of the Discovery/Fulfillment® Fundamentals
   1. Discovery Skills
      1. Call etiquette and rapport initiatives
      2. Discovery Questions for sales calls and service calls
      3. The I. U.S.E. principle and sales opportunity templates
      4. Feedback strategies to assure order accuracy and full order execution.
   2. Fulfillment Skills
      1. Proposing “dead fit” solutions and value propositions
      2. Closing sales and confirming customer levels of satisfaction
      3. Setting next steps and opportunities for future sales.
5. Introduction to handling awkward, pressure filled situations
   1. Apologies
   2. Angry customers
   3. Breaking bad news
   4. Handling the Tire Kicker
   5. Un-resolvable situations

* The E-learning version of Discovery/Fulfillment Inside Sales Training is scheduled for release in the first quarter of 2005.