Salespeak

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Sample Telephone Sales Agenda for Client:

In this interactive skill-building session, participants learn how to position themselves as experts over the phone, develop relationships with customers, and close sales. Learning tools used include discussion, role plays, partner exercises, coaching, team exercises, and creative thinking practice with implementation. Expected results are more confidence, better focus, AND increased sales!

The Telephone as a Sales and Information Tool

  • How you are effective over the phone

  • Cost/benefits of using the telephone

  • Projecting Professionalism on the Phone

Attitude is everything!

  • Using your tone

  • Communication with confidence

Voice mail

(interactive one-on-one exercise using voice, listening skills, and first impressions)

Making Proactive Prospecting Calls

  • Why outbound calls are critical to success

Having your plan in place         

  • Making the plan WORK!        

  • Managing the gatekeeper relationships

Uncovering the REAL decision makers

(customized exercises and practice in this segment)

Relationship Building

  • Buyer behavior styles

  • Understanding what motivates your buyer

  • Establishing trust and rapport

Adjusting your personality (matching speed, pitch, tone)

(team exercises, lots of interaction, discussion, and role plays)

Creating the Call Outline

  • What do you NEED to know?

  • Creating the outline (interactive session)

  • (ties to the above content and exercises, very interactive with the participants)

Qualifying and Information Gathering         

  • What do you need to know and why?

  • 4W’s, and H and a T (Who, what, where, when, how, tell)

  • Who else has the answers?

Getting past the gatekeepers

  • Developing relationships with the gatekeeper

  • How you can tell if you’re being put off

Following up

  • (as a group, we come up with best ideas and practices. Small group exchanges and interactivity)

  • Presenting and Setting Appointments

  • Provide benefits, don’t talk too much

Alternative approaches

  • Creating enthusiasm for the meeting

  • Confirming the meeting

  • The F-B-C’s of engaging the customers over the phone

There’s a sense of urgency!

(small group exercises, and team discussions. Also large group discussions and interaction.)

Handling Obstacles

  • Dealing with stressful situations

  • Remember the motivator

  • The “question” technique

  • The “five step” technique

  • Feel, felt, found

  • Handing the price objection

Never let them see you sweat!

(splitting the group into halves, they will practice handling relevant objections from “Don’t have any time”, to “Your price is too high.” And others designed by the group.)

Closing on Commitments--Strategies and Techniques

  • Advancing the sale

  • Securing a commitment

  • (tied to the objections section of the program everyone will get accustomed to handling objections and closing on next steps and additional commitments.)

Implementing the Plan

  • Where do you go from here?

  • Let’s get started!

Delivery Method