Description

How can we make the telephone a powerful instrument for commercial action? How to remove your own brakes? What techniques to communicate well and achieve your appointment setting objective? This practical training offers you the methods and tools for a successful prospecting process.

Who is this training for ?

For whom ?

Salespeople, business engineers, salespeople, prospecting managers, assistants. Any employee responsible for obtaining sales appointments.

Prerequisites

None.

Training objectives

Organize your approach and your prospecting time Develop effective communication over the telephone Obtain targeted appointments Develop your customer portfolio Tackling difficult calls commercially

Training program

• Develop communication adapted to prospecting by telephone
  • Understand the specificities of telephone communication.
  • Overcome your own obstacles.
  • Personalize the telephone relationship and make it dynamic: rhythm, voice, intonation.
  • Building a relationship of trust: the right tools.
  • Adopting positive communication.
  • Practical work Exercises on voice, listening, questioning, positive speaking.
• Get organized to succeed in prospecting and making appointments
  • Evaluate the challenges of the commercial prospecting approach.
  • Organize your prospecting pace and sustain it over time.
  • Define the targeting criteria: matrix " asset-attraction".
  • Set the objectives and stages of your action strategy: the right questions to ask yourself.
  • Identify the potential levers of motivation for the prospect.
  • Practical work Exercises for detecting purchasing motivations.
• Make a successful prospecting call and make an appointment
  • Conducting a telephone interview: best practices.
  • Arouse the attention and interest of the interlocutor.
  • Frame your communication to sell the meeting you.
  • Handle objections positively.
  • Close in a positive way: rephrase and conclude.
  • Practical work Telephone scenarios.
  • Collective debriefing.
• Avoiding the “dam” obstacle
  • Plan your prospecting to limit risks.
  • Overcoming the barrier: tips and preferred behaviors.
  • Practical work Telephone scenarios.
  • Collective debriefing.
• Arguing and handling objections
  • Adopt the right rhythm in your communication: silence, rebound, reformulation.
  • Catch your client's attention: AIDA method.
  • Think advantage/benefit client: CAB method.
  • Propose an agreement acceptable to the client: SONCAS.
  • Create your guide to good maintenance practices.
  • Practical work Telephone scenarios on handling objections.
• Evaluate your prospecting activity
  • Choose evaluation and monitoring indicators adapted to your activity.
  • Define actions to optimize your performance.
  • Practical work Reflection below -groups on evaluation indicators.