Description
How to develop your turnover using telephone prospecting techniques? How to remove your own brakes? How to better communicate with all identified prospect profiles? This practical training offers you the methods and tools to succeed in your telephone sales process.
Who is this training for ?
For whom ?
Salespeople, sedentary salespeople, sales assistants, telephone advisors, salespeople, prospecting managers.
Prerequisites
No special knowledge.
Training objectives
Training program
- Prepare and organize your prospecting
- Take stock of targeted profiles and files.
- Enrich your files and qualify contacts.
- Ask yourself the right questions to prioritize your actions.
- Ensure call tracking: contact form, SONCAS method.
- Build or optimize your call tracking table.
- Build your argument and prepare for your interviews
- Know your offer and that of your competitors.
- Highlight your competitive strengths.
- Build a customer benefit-oriented argument (CAB method).
- Develop your different call scenarios.
- Adapt your offer and your arguments to different profiles.
- Be impactful and open the dialogue on the phone
- Develop active listening.
- Master questioning and reformulation techniques.
- Remove barriers on the telephone.
- Identify the or the interlocutors involved.
- Arouse interest by personalizing your introduction.
- Use your voice as an impactful tool.
- Develop your assertiveness in the face of aggression.
- Argue and conduct the sales interview by telephone
- Discover the prospect's specifications.
- Select the arguments adapted to the target.
- Deal with all types of objections through questioning.
- Master Story Telling to encourage purchasing decisions.
- Manage tensions and maintain control of your voice.
- Practice self-diagnosis.
- Develop your negotiation skills over the phone
- Prepare your commercial negotiation.
- Know how to present your initial price offer.
- Develop your comfort in price negotiations.
- Obtain a consideration for any concession granted.
- Master conclusion techniques.