Exploring the changing face of ‘cold calling’ and customers expectations when dealing with people over the telephone
Introduction and Context to Successful Selling Over The Telephone
Exploring the changing face of ‘cold calling’ and customers expectations when dealing with people over the telephone
A ‘day in the life’ of your prospect…
Key reasons behind high rates of success and the ‘likeability’ factor of the callers
Identifying what the ideal appointment getting person would be ‘saying & doing’
Successful Selling Over The Telephone
– The Importance of Researching the Customer, and Your Own Offering
How to quickly and effectively research your prospects / call list in the 4 main areas i.e. personal; their role; their business; their industry – using the Web, Linkedin and Trade /Sector Publications etc.
What we know about your own products / services and organisation, and how it can be used to make a difference
– How to Quickly Build Rapport and Trust on the Telephone
Why first impressions count; and how we can shape the impressions we convey over the telephone
Creating a professional image on the telephone (words v tone!)
Choosing our persona for the ‘initial opening’ and ‘lasting impression’
The elements of ‘Trust’ and how to demonstrate and build it on your calls
– How to Create Curiosity and Developing Your Planned Approach
The use of ‘curiosity’ to engage with our prospects – how to develop the topics that will create it
Identifying what is important to your prospect i.e. using the ‘who’, ‘what’, ‘why’ model for engagement
Deciding on the ‘approach’ you will use through the call; practice scripting – examples of good and bad approaches
Developing and finalising your script; script tests (with Peers)
– Implementing the Call
Identifying who your talking with; and using the appropriate approach
Making a Gatekeeper discussion productive
Managing a referral / colleague discussion
Listening skills; using verbal nods and looking for engagement ‘hooks’
Questioning skills that will shape the right outcome
– Turning the Conversation into an Appointment
Over-coming objections
Examining the common tactics used by gatekeepers / prospects to avoid committing
Examining the common phrases, and the ideal riposte’
Avoidance approaches to avoid being drawn into a sales discussion
Using the ‘curiosity’ or ‘hook’ information to demonstrate the ‘worth’ of the prospect agreeing to an appointment
– Confirming The Appointment
The importance of an immediate ‘thank you’ and confirming the appointment
How to add value after the call – to continue building ‘Trust’ in the relationship between your business and the prospects
What actions need to be undertaken prior to the meeting
Action Planning session for delegates to focus on their plans for the following week
Covid Related Cancellations
In response to the impact of Covid with regards to the increasing rate of infections and the need for people to self-isolate, we aim to be as flexible as we can with regards to recognising the need for people to cancel training at short notice.
Therefore, if you need to cancel a course due to Covid, we will be happy to either move you to a different course at a future date, in the the case of public/open courses, or reschedule a new date for any In-House training, without charging a Cancellation Fee.
Please note that we will raise the invoice for the original dates of the In-House training and our payment terms are 30 days nett from the date of invoice. If the cancellation is not Covid related, the following policy terms apply.
Course Cancellation Policy
With regards to the bookings we receive in relation to both our Public / Open Courses, and also our In-Company training, we recognise that there are times when people need to cancel or change dates at the last minute due to a variety of different reasons.
As a company we consistently do our best to offer our customers and clients as much flexibility as possible with regards to accessing our services, and will endeavour to change dates and swap people onto alternative courses where we can.
However, there are times when this is not possible if tutors, venues, catering, etc have already been booked, such as in the case of Public/Open courses, or in the case of In-Company training where dates have been secured in the diary for a period of time, which has resulted in other requests for training being declined.
We must try to ensure that all parties concerned, where possible, are not disadvantaged through loss of earnings and have therefore, introduced the following policy with regards to bookings made with us.
Public Courses (Open Course Bookings)
Delegates cancelling a course or changing a course date, delivered by Courtney Associates, must do so at least 10 working days in advance in order to avoid paying a 50% cancellation fee. If Cancellation notice is received less than 5 working days prior to the course date, the cancellation charge will be 100% of the training fee.
It is possible to substitute a delegate up to the commencement of the course without incurring a penalty. However, we must be notified by email or phone of the name of the new delegate as soon as the substitution has been decided.
In House Training
For training that is delivered on a client’s site, there is no penalty if a cancellation notice is received 15 working days prior to the onsite training date. If a cancellation notice is received by Courtney Associates less than 15 working days but more than 7 working days prior to the training date, the cancellation charge is 50% of the training fee.
If a cancellation notice is received by Courtney Associates less than 7 working days prior to the training date, the cancellation charge is 100% of the training fee.
e-Learning Courses
Where a student purchases a course but then has a change of mind, we offer a full 30 day money back guarantee. We will offer a full “No Questions Asked” refund within 30 days of purchase so long as the course has not been accessed.
This course has been designed and adapted for a number of ptp's clients that run call-centres to handle incoming calls to the company. Throughout the course, participants are encouraged to contribute to a lively debate about their perceptions of good customer service.
The telephone is still one of the most cost effective and powerful business tools available for maintaining and increasing a customer base. Every time you pick up that telephone at work whether incoming or outgoing you can win or lose business.
Participants in this workshop will gain invaluable skills and techniques that are the fundamentals of service professionalism and you will be encourage to take pride in what you do.
We deliver on promises, on time, within budget, every time
Understanding and meeting customer needs is an essential skill for staff across all customer-facing roles. The impact of poor customer relations can be felt directly on the bottom line. This course will develop the essential people skills that are at the heart of quality customer care.
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