In The Consultative Telephone Sale: Skills and Strategy, you'll learn...
- The “simple mechanics of the complex sale” and how these insights apply to selling over the phone
- Who to call and what to say so you stop wasting time and burning through leads
- The key questions to ask and how to ask them at every step of the sales cycle
- How to negotiate like a pro by mastering the skills it takes to be effective in any telephone discussion
- And much more!
You’ve got a winning attitude and now you want to set yourself apart by mastering the specific skills and strategies of the consultative telephone sell. This course raises your game by teaching you how to apply proven business strategies and strong consultative selling skills to your telesales opportunities so you can close more business and increase your revenue.
WORKSHOP AGENDA
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The strategy+
- Learn the “simple mechanics of the complex sale” and how these insights apply to selling over the phone
- Develop account penetration strategies to maximize revenue opportunities within every organization
- Align your product or service to the business behaviors of every client so they act on your recommendations
- Transition from “Old School TeleSelling”: How to move from product-led to solution-led strategies
- Learn how to gather in-depth information about your customers’ industry, business strategies, operations and financials … and how to use this information as a competitive advantage
- Hone your prospecting skills so you don’t waste time on the wrong accounts and do set meetings with the right one
- Sell every decision maker what they want to buy when they want to buy it
- Identify your customer’s decision-making process and learn how to manage it so you win the sale every time
- Five strategies for eliminating the “send me it, call me later, let me ask my partner” and other infamous stalls
- Identify each customer’s stage in the business growth continuum, the pressures and trends associated with each stage, and how to provide the right kind of support that shows your customers you truly know their business needs
- Gain a reputation as being a “trusted” advisor who has earned credibility by delivering what is promised
- Learn the benefits of using a SWOT analysis to understand your clients, prospects, competition and your own organization
- Develop your own telesales strategy blueprint so you can map out your strategic game plan for winning each sales opportunity in your key accounts
- Learn how to never overlook or underestimate a Red Flag and lose a sale you could have won
The fundamental skills+
- Identify who to call and what to say so you stop wasting time and burning through leads
- Leave intriguing and effective voice mails that get you noticed and get you a callback
- Know the key questions to ask and how to ask them at every step of the sales cycle
- Learn how to develop a sense of urgency in your buyers so you can significantly shorten your sales cycle
- Develop a product/service-driven needs analysis
- Stop worrying about a competitive “take-over:” Learn the art of closing the sale every time
- Leading Reluctant or Indecisive Buyers directly to the close so you shorten your sales cycle
- Learn the skill of adding value to the business relationship after the sale in order become a trusted advisor and business partner
- Use the 3 skill components of talking so people will actually listen—the essence of a great telephone sales professional
- Overcome obstacles, handle objections and acknowledge the competition with the confidence and ability of a seasoned pro
- Identify the four indispensable questions you must ask each prospect or client so you know exactly what, when and how they want to buy
- Prepare a selling skills blueprint so you use the most effective skill at every step in the sales cycle
- Negotiate like a pro by mastering the skills it takes to be effective in any telephone discussion
- Why the skill of ABC (Always Be Closing) is outdated and offensive and how to move your Closing Skills to the new millennium
