Training designed for
- How to get past barriers, get appointments and “get to yes.”
Length
- 1⁄2 to 1 day
- Includes phone sessions with feedback.
How to get past barriers, get appointments and “get to yes”*.
Selling over the phone. Winning over a customer on the phone. Pitching effectively by phone. The most efficient ways to reach a prospect or customer quickly are by phone or video conference. However, using these methods to close a sale requires expertise in a number of specific techniques: an ability to win prospects over quickly and successfully overcome their key objections.
*Available as “Best practices for remote management”
Training objectives
Through practical exercises involving high participant interaction, this operational training provides the keys for increasing your sales effectiveness by phone.
Teaching approach
- Theory and practice.
- Group sessions guided by the trainer.
- Simulations based on participants’ real-world needs: role play phone calls, analysis of the exchanges.
- Drafting guidelines for conversations and responding to objections.
Training content
- Presentation of fundamentals of effective communication.
- Tips and tricks for preparing in advance.
- Exercise: Overcome obstacles and hesitation.
- Presentation and structuring of the major steps of telephone sales.
- Ace your opening sales pitch.
- The SNCD method: Support, Need, Conclusion,Data.
- Workshop: How do you overcome objections? Especially those related to costs.
- Introduction to the principles of persuasion and influence.
- Exercise: Assertively steering a prospect to the close.
- Implementing a personal action plan.
