INTRODUCTION
1-day intensive practical workshop to prospect, improve
and close more sales over the phone
OBJECTIVES
Selling and cold-calling over the telephone is a process,
and a fairly complex one. Sales Executives that are equipped with
better and more effective tele-selling skills
when on the telephone will increase contact rate, generate more closing
opportunities and hitting more profitable business potentials and
prospects.
Effective selling over the phone is an Art. With practice and correct
knowledge, all sales people can sharpen their telephone communications
skills to consistently close more deals over the phone.
Many sales people who are good at their job often depend on repeated
sales from current customer-base to meet sales targets - it is a great
accounts management skills and part of a very important aspect of a
sales process to generate consistent revenue.
However, overly dependent on repeated customers mean that company would
not grow in market share and mind share; more critically we may lose
out in potential business sales opportunities.
Therefore, new qualified sales leads must be created and successfully
follow up with the ultimate goal to clinch new deals - using of the
telephone to do so is one of the most effective way.
The goals of this program are to get to the key essentials of telesales
and cold-calling skills to minimize wastage in efforts to create more
sales closing opportunities.
COURSE OUTLINE
Prospecting well
to increase sales potentials
·
What are key 3 Groups to sell to?
·
In Market (IM) group
·
Enter Market (EM) group
·
Outside Market (OC) group
·
Who are the best title/best people to be prospecting?
·
How to conduct an effective cold call?
Questioning and
listening techniques to understand customers' needs
·
How to initiate a prospect and build rapport?
·
What is the sales opening to figure out what the prospect
do and needs?
·
How to use follow-through questioning?
·
How to use next-step questioning?
·
"CLEAR" concept in listening
·
Identify some top questions by level of people you are
prospecting.
Objections
handling and difficult customers' management to reduce sales obstacles
·
Top common objections by customers
·
Resolving the issues - Empathize, Isolate, Educate and
Resolve (EIER approach)
·
Questioning to clarify and to identify
·
Confirmation of issues identified
·
Responding positively to create goodwill
·
Affirming customer's understanding
·
Gaining back customer's positive response for next step
Closing and
deal-making to increase sales closing ratios
·
When should you go for the close?
·
Buying signs and "listening for money"
·
Using assumptive closing questioning
·
Using quick power-closing techniques: Easy close, Direct
comparison close, Free close, Best option close, Hypothetical close,
Non-positive close, One Left close, Trial close, Pro Con close, Give in
close.
TARGET AUDIENCE
All staff responsible for sales,
business development, marketing, telesales and sales leads generation.
Benefits of attending
·
Learn to find to the best
potential prospects by using proven questioning techniques
·
Creating a sales sphere to
influence decision making in deal closing
·
Identifying the correct database
to increase more closing mileage in cold calling
·
Increase sales closing rations
with effective communications skills
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