Target Population: All
employees who use the telephone as a vehicle for sales
Group Size: Up
to 12 participants
Length
of Program: One
Day
Course
Format: "Highly
experiential... "How-to" techniques
and job-relevant
theory...Situational
role-plays... Audio-tape
analysis... Models
to follow... Problem-solving
discussions...
Instructor and
group feedback
The Need
Companies now realize the cost-effective
benefits of selling via the telephone. However, many professionals
who normally feel comfortable selling face-to-face, don't
possess the same ease and confidence in presenting and persuading
over the telephone.
Objectives
• To develop a flexible,
persuasive approach to telephone selling
• To apply psychology in opening up the client prospect and
establishing rapport
• To effectively deal with resistance and hostility
Program Content
• Why the telephone's
a must as a sales tool…in dollars and cents,
time utilization, and overall effectiveness
• Getting through to the decision-maker
• Establishing rapport: The first 10 seconds
• Stimulating genuine interest in your product or service
• Organizing and presenting the message, logically and concisely
• Vocal dynamics: Projection, enthusiasm, and pausing
• Buyer personality-types: How to deal with them… and win them
over
• Applying psychology and you-oriented tactics
• When to push . . . When to back off
• Getting action or next-step commitment
• Typical problems in telephone sales . . . and how to respond to
them
• When the buyer says "no" or "not now" . . .
How to proceed
BACK
TO
Sales and Persuading Skills
