Telemarketing: Using the Telephone as a Sales Tool
Courseware Includes:
 Student Workbook |
| Instructor Guide |
| Activities |
| Pre-Assignment |
| Course Outline |
| Power Point Slides |
| Suggested Reading |
| Advertorial |
Intellectual Property:
| Unlimited Printing |
| One time Fee |
| Customizable Content |
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. This workshop will show you how the telephone can supplement, enhance, and sometimes replace other means of marketing and selling, and how this personal approach can dramatically increase your sales success. This workshop will also talk about how to hone your communication skills, your ability to persuade, and your ability to personalize each sales call.
How You Will Benefit:
- Ways to build trust and respect
- How to warm up your sales approach to reduce your fear of cold calling
- Ways to make a positive first impression
- Strategies that help you speak to the decision-maker
- Create a script to maximize your efficiency on the phone
- Learn what to say to create interest, handle objections, and close the sale
What You Will Cover:
- Change your skills, change your income
- Separating your company from the competition
- Building trust and respect
- The Johari window
- Good communication skills
- Developing your script
- Pre-call planning
- Phone tag and call backs
- Following up
- Closing the sale
Sales Training: Selling Smarter
Courseware Includes:
| Student Workbook |
| Instructor Guide |
| Activities |
| Pre-Assignment |
| Course Outline |
| Power Point Slides |
| Suggested Reading |
| Advertorial |
Intellectual Property:
| Unlimited Printing |
| One time Fee |
| Customizable Content |
It’s no secret that selling has changed in recent years. We are all working harder with more responsibilities. High pressure selling is no longer effective. Customers want involvement. They want to be recognized and heard. And they do not want you to forget them once the sale is made. Two key objectives of this course are to help employees feel more comfortable and skilled in selling to their customers and to help them identify and address some of their customer service challenges.
How You Will Benefit:
- Understand a wonderful paradox: helping other people get what they want gives us more of what we want
- Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there
- Recognize the difference between features and benefits of products and services
- Identify and be able to better present the competitive strengths of your products and services, so that you can be proactive in handling objections and more successful at asking for the business
- Use different types of selling for different situations
- Identify ways to find new clients and network effectively
What You Will Cover:
- Essential selling skills
- What is selling?
- Features and benefits
- Setting SMART goals
- Time management tips
- Customer service
- Types of selling
- Ten major mistakes
- Finding new clients
- Selling price
Prospecting For Leads Like a Pro
Courseware Includes:
| Student Workbook |
| Instructor Guide |
| Activities |
| Pre-Assignment |
| Course Outline |
| Power Point Slides |
| Suggested Reading |
| Advertorial |
Intellectual Property:
| Unlimited Printing |
| One time Fee |
| Customizable Content |
Prospecting is the key to your success. Your success today is a result of the prospecting you did six months ago. Become skilled at networking and remember the old 80/20 rule. Know who to target and how to target them, and remember to do some prospecting every day through warming up cold calls, following up on leads, or networking. Build your personal prospecting plan to ensure your future by planting seeds daily.
How You Will Benefit:
- Understand the importance of expanding a client base through effective prospecting
- Learn how to use a prospect board to make you more successful
- Identify target markets and target companies with the 80/20 rule in mind
- Develop and practice networking skills at every opportunity
- Develop, refine, and execute the art of cold calling
What You Will Cover:
- The importance of prospecting
- Targeting your market
- Your customer profile
- Making the most of trade shows
- Setting goals
- Networking
- The 80/20 rule
- Developing and using a prospect board
- Warming up cold calls
- Public speaking
- Regaining lost accounts
- Going above and beyond
Sales Training: Overcoming Objections to Nail the Sale
Courseware Includes:
| Student Workbook |
| Instructor Guide |
| Activities |
| Pre-Assignment |
| Course Outline |
| Power Point Slides |
| Suggested Reading |
| Advertorial |
Intellectual Property:
| Unlimited Printing |
| One time Fee |
| Customizable Content |
If you are like most sales professionals, you are always looking for ways to overcome customer objections and close the sale. This course will help you plan, prepare, and execute proposals and presentations that address customer concerns, reduce the number of objections you encounter, and improve your batting average at closing the sale.
How You Will Benefit:
- Identify the steps you can take to build your credibility
- Identify the objections that you encounter most frequently
- Develop appropriate responses when prospective buyers throw you a curve
- Learn ways to disarm objections with proven rebuttals that get the sale back on track
- Learn how to recognize when a prospect is ready to buy
- Discuss how working with your sales team can help you succeed
What You Will Cover:
- Building credibility
- Your competition
- Critical communication skills
- Observation skills
- Handling customer complaints
- Overcoming objections
- Handling objections (including general and specific response strategies)
- Pricing issues
- How can teamwork help me?
- Buying signals
- Closing the sale
Marketing and Sales
Courseware Includes:
| Student Workbook |
| Instructor Guide |
| Activities |
| Pre-Assignment |
| Course Outline |
| Power Point Slides |
| Suggested Reading |
| Advertorial |
Intellectual Property:
| Unlimited Printing |
| One time Fee |
| Customizable Content |
A small marketing budget does not mean you can’t meet your goals and business objectives – you just have to be more creative in your marketing tactics. This workshop will show you how to get maximum exposure at minimum cost. Learn effective, low-cost, and non-cost strategies to improve sales, develop your company’s image, and build your bottom line.
How You Will Benefit:
- Recognize what we mean by the term “marketing”
- Discover how to use low-cost publicity to get your name known
- Know how to develop a marketing plan and a marketing campaign
- Use your time rather than your money to market your company effectively
- Understand how to perform a SWOT analysis
What You Will Cover:
- Defining Marketing
- Recognizing Trends
- Market Research
- Strategies for Success
- Mission Statements
- Brochures
- Trade Shows
- Developing a Marketing Plan
- Increasing Business
- Saying No to New Business
- Advertising
- Networking