Sales Skill Building

  Telephone Prospecting & Qualifying - Classroom


For: Any person in sales including field representatives, telemarketers, and telephone prospectors

This course teaches sales representatives why and how to prospect and qualify over the telephone. It teaches participants how to plan and conduct successful prospecting calls that will result in an agreement to further the sales process or disqualify the prospect.

Techniques for handling the special obstacles that arise when using the telephone, such as getting through the "gatekeeper" or dealing with voice mail / answering machines are also explored.

Finally, this course refines communication skills to enable Sales representatives to project a positive image for your Organization.

Basic Pilosophy
  Qualifying prospects may be difficult, but it is also the most important step in the sales cycle
  Salespeople have the primary responsibility for finding qualified prospects. It is their responsibility rather than that of the marketing and advertising departments, or any other personnel who help them
  It is each salesperson's responsibility to know the territory, what its potential is, and where that potential lies

Objectives
On completion of this workshop, participants will be able to:
  Identify the importance of prospecting in terms of the overall sales cycle and of achieving their own sales goals
  Develop a plan for their prospecting and territory development
  Conduct effective telephone calls that qualify the prospect and gain agreement to continue the sales cycle
  Handle call screeners and obstacles professionally and effectively
  Fine tune their telephone prospecting communication skills, particularly those of listening and questioning
  To realize the potential of the territory, the salesperson must have a plan and work that plan every day
  Working a good prospecting plan is the key to success
  Lack of qualified prospects is a major obstacle to success in sales

Course Length and Format
This one-day interactive workshop is designed for 15 to 21 participants.

This course develops improved coaching skills through a carefully developed series of activities that include:
  Facilitator presentations and skill modeling
  Readings
  Audio examples
  Table group activities and group discussions that provide opportunities to exchange views, experiences, and ideas
  Exercises to develop and transfer skills and concepts to your sales environment
  Role plays
  Feedback and critique of the participants' use of the skills and techniques taught in this program

Course Content

Telephone Prospecting in Perspective
  The relationship of prospecting to the sales cycle
  Defining the characteristics that qualify suspects as prospects
  Where to look for suspects
  Reasons for using the telephone to prospect and qualify, and guidelines for its effective use

Making the Prospecting and Qualifying Call
  The prospecting and qualifying telephone call flow
  Peparation of call openings that are professional and tailored to the suspect
  Identification of the qualifying information needed from the suspect
  Questioning to qualify
  Analysis of call completion
  Use of attuned listening skills to distinguish mood and setting

Fine Tuning Your Skills
  How to use call screeners to your advantage
  Enlisting the aid of your suspect's support staff to gather useful information
  Leaving professional and compelling messages on answering machines or voice mail
  Analysis of the most frequently encountered obstacles and how to overcome them

Implementation Guidelines
This module is designed to be implemented by your own in-house trainers or by one of our experienced and qualified trainers.

Customization
The module includes activities, discussions, skill practices, and Participant Manual covers can be self-customized or customized by us to your selling environment. Contact us for details, information, and pricing for customization.

Course Materials

Facilitator Guide
Provides step-by-step instructions on how to facilitate the workshop. The guide includes overhead transparencies or a PowerPoint Presentation.

Participant Workbook
Contains:
  readings on the key concepts of Customer-Oriented Selling
  directions and formats for individual and group activities
  review material to use in the field as a reinforcement

Video
Provides examples of Customer-Oriented Selling skills in realistic selling situations to which your salespeople can relate. Workshop participants analyze and discuss the video examples. The video also contains comments and tips from sales professionals in various industries.

Role-Play Booklets
Contains instructions and worksheets for conducting role-play activities.

Worksheets
Includes customer profiles and call planning worksheets which are used during the program and which may be photocopied to use in the field.

TELEPHONE PROSPECTING & QUALIFYING   (Classroom format only)
Facilitator Kitview items in your shopping cart
add Telephone Prospecting & Qualifying - Facilitator's Kit to your shopping ing cart Number: 799200
Price: US$ 1,000.00

Participant Workbook add Telephone Prospecting & Qualifying - Participant's Workbook to your shopping cart
Number: 799207
Price: US$ 190.00

Package - Sales Administrative Kit, Customer-Oriented Selling, & Coaching for Results add Package - Sales Facilitator Kit, Customer-Oriented Selling, & Coaching for Results to your shopping cart
Number: 793201
Price: US$ 3,000.00

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Friday, August 29, 2008

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