Course Overview:
We never stop learning how to improve our selling skills. Virtually everybody in sales today sells over the phone at least part of the time. Perhaps it is time for you to evaluate how you use the telephone and where it fits into your sales and marketing mix. The telephone can supplement, enhance, and sometimes replace other means of marketing and selling. This personal approach can dramatically increase your sales success.
This workshop will help you hone your communication skills, your ability to persuade, and your ability to personalise each sales call to the person and to each situation.
Course Outline:
SECTION 1: Pre-Assignment Review
SECTION 2: Change Your Skills, Change Your Income
SECTION 3: Separating Your Company from the Competition
- The Status Quo
- Case Study
SECTION 4: Building Trust and Respect
- Building trust
- Case Study
SECTION 5: Johari Windows
- The concept
- The Styles
SECTION 6: The Importance of Good Communication Skills
- Ten Key Elements
- Asking Questions
- Listening
SECTION 7: Developing Your Script
SECTION 8: The Basic Script
- Sample Script
- Making the Script Yours
- Developing Your Script
- Referral Script
- Phone Appointment Script
- My Script