Selling By Phone
How to engage the prospect in a dialog that makes the sale!
“Communispond will always and forever be one of the high points
and most valuable things that I could have ever done, and I feel
that even any seasoned professional could do for themselves. I appreciate
all that you and your team are.”
Douglas L. Ashbaugh Jr.
President, The Internet Trust Inc
Program Outline
Introduction and Baseline
- Review of training agenda, process, and expectations
Planning the Call
- What you need to know before the first call
- Overview: The critical steps to a successful call
- Planning a realistic outcome
- The steps to a successful call
Opening the Discussion
- Getting their attention: How to introduce yourself
- Finding the right person: Qualifying questions
- How to get the prospect talking -- The Opener
Gathering information -- Telephone Listening
Skills
- Listening accurately to prevent communication breakdowns
- How to play back for accuracy to show you are listening
- How to use questions to discover informationLine of Inquiry
- Looking for cues -- Business and personal motivators
Presenting your information
- Being clear and concise
- Establishing a Value Link
- Supporting your viewpoint with evidence
Identifying Bonds and Barriers
- Building the relationship
- Handling Objections
- Handling the Status Quo objection
Negotiating to Your Desired Outcome
- Using the conditional question
- Offering hidden treasure (get/give)
- How to say "no" without losing the client
Agreeing on the next steps
- Review and summarize the discussion
- Document the next steps
- Close with a relationship-building phrase
- Putting It All Together: Skill Review
- Leaving Voice Mail Messages
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What do other people think about our courses?
Since we implemented Socratic Selling Skills, the effectiveness
of our sales force has substantially improved, resulting in
dramatically higher sales in a very sophisticated market.
Thomas J. Lucey, senior managing director, Putnam Investments
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