The Basics (I)

Defining Buying Motives

Establishing a Call Strategy

Prospecting

Qualifying

The Basics (II)

Getting Beyond the Gate Keeper

Controlling the Call

Difficult Customers

Reporting

Phone Etiquette

Preparation

Building Rapport

Speaking Clearly – Tone of Voice

Effective Listening

Tools

Self-Assessments

Utilizing Sales Scripts

Making the Script Your Own

The Sales Dashboard

Speaking Like a Star

S= Situation

T = Task

A = Action

R = Result

Types of Questions

Open Questions

Closed Questions

Ignorant Redirection

Positive Redirection

Negative Redirection

Multiple Choice Redirection

Benchmarking

Benchmark Metrics

Performance Breakdown

Implementing Improvements

Benefits

Goal Setting

The Importance of Goals

SMART Goals

Staying Committed

Motivation

Overcoming Limitations

Key Steps

Six Success Factors

Staying Customer Focused

The Art of Telephone Persuasion

Telephone Selling Techniques

Closing

Knowing when it’s Time to Close

Closing Techniques

Maintaining the Relationship

After the Sale