Presentation Skills (Advanced) (1 day)

Course Overview

This advanced telephone prospecting course is totally practical and hands-on and includes live sales calls made by the tutor followed by genuine sales calls by each delegate, closely supervised.

Participants are asked to bring prepared contact list: 100 companies from at least five different target industries.

Audience

Delegates attending the Advanced Prospecting course should have attended the Generating New Business By Telephone course first. Otherwise, only experienced telesales professionals will benefit from this course.

Skills Gained

• Greater confidence to make outgoings calls professionally
• Identify effective techniques for telephone prospecting
• Develop and refine an individual style
• Always get through to the right person!
• Return to the workplace with genuine leads developed during the course

Course Outline

• Course Objectives
• Review of Prospecting; Improving Qualification (Much improved qualification. Delegates will be encouraged to take the first conversation much further and encourage more meetings, demos and quotations.)
• Participants to Draw Up Their Own 12 Month Marketing Plan (Looking at the best target industries for telephone prospecting they choose approx 36 and prioritise with A,B & C categories, and then assign one A, B & C for every month.). Participants will also telephone their chosen companies.
• Review of participants calls.
• Advanced Objection Handling (This module gives participants an in depth look at why customers make objections and how they can be most professionally handled. The group will share their own experiences and discuss ways of improving this vitally important part of the sales process.)
• What Type of Closer Are You? (Here participants decide which closes they prefer in different situations and the results are analysed, highlighting delegates' strengths and weaknesses. Role-plays are devised and practised to find the right closing style to suit the person, product or situation.)
• Summary & Action Plans Agreed

Presentation Skills (Advanced) (1 day) / CM030631