This workshop will show participants how the telephone can supplement, enhance, and sometimes replace other means of marketing and selling, and how this personal approach can dramatically increase anyone’s sales success.

At the end of this workshop, participants should be able to:

• Learn new ways to build trust and respect.
• Learn how to warm up your sales approach to reduce your fear of cold calling.
• Identify ways to make a positive first impression.
• Identify 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.

Course Outline:

Introduction and Course Overview

You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.

Change Your Skills, Change Your Income

To start the day, participants will discuss some words of wisdom from Earl Nightingale.

Separating Your Company from the Competition

This session will explore what the status quo means for participants and for their customers.

Building Trust and Respect

Next, participants will discuss ways to build trust and respect.

The Jo-Hari Window

This session will continue the discussion on trust and respect using the Jo-Hari window.

The Importance of Good Communication Skills

During this session, participants will develop their listening and questioning skills.

Developing Your Script

Now that participants have some fundamental tools, they will develop a script that can be used for any sales call.

Pre-Call Planning

We do not believe in a canned call, but we do believe in a planned call. This session will explain the difference between those types.

Phone Tag and Call Backs

Next, participants will discuss some ways to make the most of voice mail.

Following Up

During this session, participants will identify ways to avoid missed opportunities by tracking their calls and following up.

Closing the Sale

This final session will give participants some ways to ask for and close the sale.

Workshop Wrap-Up

At the end of the day, participants will have an opportunity to ask questions and fill out an action plan.