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Virtually everybody in sales today sells over the phone at least part of the time. Perhaps it is time for you to evaluate how you use the telephone and where it fits into your sales and marketing mix. This workshop will show you how the telephone can supplement, enhance, and sometimes replace other means of marketing and selling, and how this personal approach can dramatically increase your sales success. This workshop will also talk about how to hone your communication skills, your ability to persuade, and your ability to personalize each sales call.
Specific learning objectives include:
- Learning ways to build trust and respect.
- Learning how to warm up your sales approach to reduce your fear of cold calling.
- Identify ways to make a positive first impression.
- Identify strategies that help you speak to the decision-maker.
- Create a script to maximize your efficiency on the phone.
- Learn what to say to create interest, handle objections, and close the sale.
Introduction and Course Overview
You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
Change Your Skills, Change Your Income
To start the day, participants will discuss some words of wisdom from Earl Nightingale.
Separating Your Company from the Competition
This session will explore what the status quo means for participants and for their customers.
Building Trust and Respect
Next, participants will discuss ways to build trust and respect.
The Johari Window
This session will continue the discussion on trust and respect using the Johari window.
The Importance of Good Communication Skills
During this session, participants will develop their listening and questioning skills.
Developing Your Script
Now that participants have some fundamental tools, they will develop a script that can be used for any sales call.
Pre-Call Planning
We do not believe in a canned call, but we do believe in a planned call. This session will explain the difference between those types.
Phone Tag and Call Backs
Next, participants will discuss some ways to make the most of voice mail.
Following Up
During this session, participants will identify ways to avoid missed opportunities by tracking their calls and following up.
Closing the Sale
This final session will give participants some ways to ask for and close the sale.
Workshop Wrap-Up
At the end of the day, students will have an opportunity to ask questions and fill out an action plan.
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