Sales Skills: Communication: Prospecting for Leads by Telephone (Cold calling) (Advanced)

Course Overview

This course is deal for those who want to improve both their cold-calling skills and their follow-up calls to maximise sales. It will also help those fielding incoming sales enquiries to increase their conversion rates.

Audience

Any person involved in making/receiving calls to/from prospects and wishing to maximise the chances of winning business whilst building long lasting business relationships.

Skills Gained

• Greater confidence in making outgoing calls professionally
• The ability to overcome objections effectively
• Further development of an individual style
• Better follow-up call techniques

Delegates will return to the workplace with genuine leads developed during the course.

Course Outline

09:30 - 09:45 Coffee & Course Objectives

09:45 - 10:15 Telephone Prospecting

10:15 - 11:00 Task 1: Follow Up Calls (What do you really want to achieve with these calls?)

11:00 - 11:15 Starting the Follow-Up Call (Ensuring information sent has been received and questions to establish degree of interest)

11:15 - 11:30 Coffee break

11:30 - 11:45 Using A Prospect System (Following up enquiries effectively)

11:45 - 13:00 Participants to Make Outgoing Calls (One to one supervision and advice)

13:00 - 14:00 Lunch

14:00 - 14:30 Negotiating & Closing Skills On The Telephone

14:30 - 15:30 Improving Qualification (When to use open and closed questions)

15:30 - 16:30 Participants to make outgoing calls (One to one supervision and advice)

16:30 - 16:45 Summary & Action Plans Agreed

Sales Skills: Communication: Prospecting for Leads by Telephone (Cold calling) (Advanced) / S-S-WM