Sales Training Workshops
High-Impact Telephone Prospecting & Appointment Setting
The modern field salesperson will spend almost as much time on the phone with customers as he or she spends face-to-face. This one-day skill-building course for filed sales representatives is designed to provide them the tools to become highly productive over the phone –closing more sales and building customer loyalty.
Today, the modern field salesperson will spend almost as much time on the phone with customers as he or she spends face-to-face. This is due to many factors including increasing costs for a field sales call, and pressure to raise productivity and utilize every available moment of the day. A telephone call with a customer is different from being face-to-face. The most noticeable differences include:
- You lack the part of communication called body language – the customer can’t see you and you can’t see the customer. Some experts say body language can comprise as much as 60% of normal adult communications.
- More decision makers will take your phone call than will meet with you face-to-face.
- Telephone engagement is shorter – a typical field sales call lasts 20
minutes; a typical business-to-business telephone call is 2½ minutes. - A telephone call lacks the rapport building time inherent in a field sales call – technique is more important on the phone.
- You can reach three to four times as many decision makers in a day with a telephone.
There are techniques to maximize a salesperson’s effectiveness on the phone. This course will cover:
- How to use the telephone more effectively throughout the sales process.
- How to open a call to generate interest and build report with the gatekeeper.
- How to use voicemails as a marketing tool where a relationship does not exist or to advance the sales process with potential customers.