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Professional Telephone Sales

Professional Telephone Sales

The Insider’s Sales Ascent

Module / Week One
The Ascent
Introduction
Focusing on Specific Accounts
Partnership Selling Principles
Module / Week Two
Prospecting/Using Tools Efficiently
Lead Sources/Filling the Sales Funnel
Managing and Coding Lists
Organizing Prospects
Module / Week Three
Successful Time Management
Structuring Your Day; Top Four Tasks
It’s a Numbers Game
Planning, Prioritizing and Controlling
Module / Week Four
Preparing for Calls
The Knowledge You Need
Information Resources
From Simple Offer to Consultative Sale
Module / Week Five
Juggling a Variety of Products
Marketplace/Web/Lit Guides/Classified
Hooks for Effective Cold Calling
Managing Response
Module / Week Six
Selling the Value of Advertising
The Types of Advertising
Why Does Advertising work?
Measuring Advertising Success
Module / Week Seven
Asking the Essential Questions
Top Five Questions to Ask
Stimulating Prospect Interest
Tools for Uncovering Challenges
Module / Week Eight
Active Listening
Priceless Benefits of Active Listening
Know You are Getting the Message
Twelve Active Listening Practices
Module / Week Nine
Think Features, Talk Benefits
Short Benefit Statements
Selling with the NFRB Progression
Always Be Ready for WIII FM
Module / Week Ten
Closing Throughout The Process
Handling Objections
Moving the Selling Process Forward
E-mail, fax, letter follow-up
Module / Week Eleven
Trade Show Opportunities
Planning: Make Every Second Count
Learning Markets / Building Rapport
Organize / Prioritize Leads / Follow-up
Module / Week Twelve
Inner Power that Makes it Happen
Overcoming Cold Call Reluctance
Learning from the Storms
Building up Inner Reservoirs