Successful Selling Over The Telephone

by Courtney Associates t Claim Listing

Exploring the changing face of ‘cold calling’ and customers expectations when dealing with people over the telephone

$250

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img Duration

1 Day

Course Details

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

  • Chester Branch

    Station House Central Way Warrington Cheshire WA2 7FW, Chester

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