How confident are you that your telephone based personnel are making the most out of every telephone call they make or receive with new contacts and existing clients?
Businesses today are focusing on how to increase the volume of new contacts and appointments generated by their telephone based personnel. This highly effective module has been proven to have a significant and immediate impact on success ratios in a wide variety of business types.
Key Deliverables / Outcomes
- Identify and approach the best potential clients
- Confidently generate quality appointments with decision makers
- Pinpoint latent opportunities within existing clients
- Increasing the success ratios for all telephone based personnel
Summary Agenda
- Client simulation exercise
- Qualities of a professional - Why some people are better than others at winning appointments
- Exploring the world from a client perspective - What's in it for the client to want to see you
- Client Psychology - The 4 things people buy in any interface
- The Longley PSPC Technique
- Probing to uncover a 'reason' for the client to agree to an appointment
- Gaining Commitment
- Handling Objections using the Longley LIPAC Technique
- Alternative strategies - Letter / email using structured dialogue
- Individual and group practice sessions
Every delegate who attends this programme will be given the opportunity to practice and perfect the skills covered, enabling them to become more successful in less time.
Related Links
» Advanced Sales Techniques
» Building Client Value
» Closing & Handling Objections
» Compelling Presentations
» Effective Time Management
» Enhanced Face to Face Selling Skills
» Powerful Negotiations
» Selling for non sales people
» Strategic Account Management
» Successful Networking
» Telephone Skills - Contact Call Centre
» Trade Show and Showroom Etiquette
» Winning Bids
» Writing Proposals
