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Winning New Customers through Telephone Prospecting
On the phone, you have little time to create a useful conversation. Prepare a relevant opening, qualify needs and guide the discussion towards a concrete next step. Develop a structured prospecting approach and responses to objections suited to each contact.
- Duration
- 4 days 28 hours
- Code
- REC05FR Code
Presentation
Telephone prospecting is challenging and highly competitive, and produces no results when handled poorly. This course develops the techniques and skills needed to prospect effectively by phone and turn target contacts into buyers.
Objectives
- Acquire an effective prospecting methodology.
- Target prospects and secure qualified appointments.
- Develop proactive new-business habits and turn each customer into a source of referrals.
Program
TELEPHONE COMMUNICATION FUNDAMENTALS
- The advantages of the telephone for sales prospecting.
- Voice.
- Smiling.
- Tone.
- Energy.
- Vocabulary.
CREATE A PROSPECT DATABASE
- Define prospect selection criteria.
- Qualify prospect records using a contact sheet.
- Identify the right decision-makers.
PREPARE THE PROSPECTING CAMPAIGN
- Define the objectives to achieve.
- Build the conversation framework: an appointment-setting script.
- Prepare responses to objections.
CONDUCT THE TELEPHONE CONVERSATION
- Engage your prospect.
- Listen to identify needs and discover motivations.
- Questioning techniques.
- Sell the value of an appointment and secure it.
- Manage follow-up and monitor the calling campaign.
HANDLE SPECIAL SITUATIONS
- Successfully navigate telephone gatekeepers.
- Maintain relationships with difficult prospects: aggressive, talkative or reluctant contacts.
Audience
Sales representatives, technical sales staff, business development executives and salespeople who want to expand their customer portfolio.
Prerequisites
Experience in face-to-face or telephone sales is required.
Teaching and assessment methods
- Initial skills assessment
- Training materials provided to participants
- Continuous assessment throughout the course
- End-of-course feedback questionnaire
- Combination of theory and practical application
- Attendance records
- Post-course follow-up evaluation
- Practical exercises
Dates and sessions
Choose the date and delivery format that suit you.
No upcoming sessions are currently available.