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Proactive Telephone Skills

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Overview

To identify new customers and keep adding to the sales pipeline, we need to have the confidence and skills to make pro-active outbound calls to past users, enquiries that did not convert and potential users.  To do this effectively needs patience, perseverance and the ability to encourage the person you are calling to open up and give you information.  This one day course will teach you how to do this.

 

Target Audience

Anyone tasked with making outbound sales calls.

 

Course Objectives

 By the end of the workshop through discussion, exercises and role play scenarios delegates will be able to:

  • Build confidence to make outbound calls
  • Use techniques to get past the ‘gatekeeper’
  • Develop questioning techniques to uncover the ‘potential’ within the organization you are calling
  • Know how to close for the appointment
  • Recognise and be able to overcome objections the customer will raise
  • To agree the next step 

 

Areas Covered    

  • Who to call
  • Opening the sale
  • Call structure
  • Questioning techniques to establish needs
  • Exploring the buying cycle
  • Promoting benefits
  • Closing to the next step
  • Planning follow-up

 

 

Delegate Comments

“Very informative.  Nina was very easy to listen and relate to.”

“I found the course very useful.  The thought of cold calling petrified me and now I am looking forward to doing it.”

“Well run, great trainer and really enjoyed the day.”

“Really enjoyed the course, it gave me a great insight to how to open/start a dialogue with the client without being pushy.”

“Really well run and informative session, I have learnt a lot from the day – thank you!” 

Northampton
From: 16/5/2017
To: 16/5/2017
9:00 am - 5:30 pm GMT +1

Venue Information:
Hilton Northampton
100 Watering Lane
Northampton
NN4 0XW

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Type: Training Courses

Trainer

Nina Lovatt
HT Training