Inside sales teams are under constant pressure to generate volume — but volume without quality produces low conversion rates and high frustration. The Sales Institute’s Inside Selling programme develops the communication, questioning, and closing skills that turn phone and digital interactions into genuine sales conversations. The result is a team that books more appointments, handles objections with confidence, and closes more deals without increasing call volume.
The Inside Selling programme is a 12-hour structured programme that develops the specific skills required to sell effectively over the phone and internet — from the first point of contact through to closing and follow-up.
What inside selling is and why it is the fastest growing sales discipline globally. The principles of effective inside selling, the inside selling process, and the specific implications of selling over phone and email versus face-to-face.
How to prepare for the call and build the right sales message before picking up the phone. Pre-call research, designing a compelling value proposition, the four steps to follow when making contact, and how to handle initial resistance.
Your voice is your primary sales tool in inside selling. How to develop awareness of your speech and presence, project the right image, and use intensity, pace, and tone to move the sale forward. The power of words and the role of passion and enthusiasm in building credibility.
How to plan, formulate, and sequence questions that get the answers you need. The difference between telling and selling. How to organise questions using qualification criteria, apply active listening skills, and trust your intuition when the conversation shifts.
How to communicate the value of your solution using persuasive language and pre-empt potential objections before they arise. Deciding on the right influence approach, identifying likely objections in advance, communicating your value proposition, and referencing relevant customer success stories.
Knowing when and how to close. Identifying closing signals, dealing with objections at the point of close, working through the steps to commitment, and applying the right closing strategy for the situation.
How to write compelling follow-up emails that confirm agreement and keep momentum alive. Planning the email, writing persuasively, and editing for effectiveness.
Managing time and energy to sustain consistent performance. How to follow up effectively, ask for referrals, build case studies, maintain regular contact with existing customers, and apply self-discipline to hit goals consistently.
Delivered at your premises anywhere in South Africa
Via Microsoft Teams, same content and facilitation quality
Structure and timing confirmed during scoping
The Sales Institute has spent over 25 years perfecting sales performance for the world’s leading brands. Our Certificate in Professional Selling has been trusted by sales teams at some of the world’s most recognised companies for over 25 years.
Inside selling refers to sales conducted remotely — primarily over the phone, email, and digital channels — rather than face-to-face. It requires a specific skill set around voice, questioning, and written communication that differs significantly from field sales.
This programme is designed for contact centre staff, business development specialists, and inside sales professionals who need to build trust and capture interest with prospects they cannot meet in person.
Yes. The programme is delivered onsite at your premises across South Africa or virtually via Microsoft Teams, with the same content and facilitation quality in both formats.
Yes. The programme covers both inbound lead management and outbound prospecting, including how to handle resistance on cold calls and how to manage warm inbound enquiries through to close.
Contact us directly and we will structure the programme around your team size, channel mix, and scheduling requirements.
