Sales Success by Phone – Move Indifference to Curiosity to Commitment Sales Coaching

COACHING OBJECTIVES

• Shift a prospect’s indifference to curiosity to commitment
• Examine the planning and attitudinal qualities necessary to implement effective telephone skills
• Increase appointments by 30% to 50%
• Become a Hunter vs. a Farmer
• Develop an effective USP (Unique Selling Proposition/Defining Statement)
• Stimulate Prospecting Lead Ideas
• Handle objections (real life scenarios used on a conference call)
• Increase your success ratio by 20% in converting prospects to clients
• Manage voice mail
• Handle the customer who invites you to “state your pitch”
• Increase your bottom line – Put more money into your pocket and your business

COACHING OVERVIEW

THE APPROACH

Most people put telephone prospecting somewhere in between death and taxes - something to be feared and if at all possible avoided.  The fact is that telephone prospecting is not easy.  Why is telephone prospecting so intimidating?  No system!  This sales coaching program will provide you with a unique prospecting system that works.  With the correct approach, coupled with persistence and confidence, you will get your first appointment with a prospect and you will close them.  It will maximize your ability to make the most effective use of this important sales tool, the telephone.  This program will be hands-on to provide you with simple tools you can utilize to increase your confirmed appointments by getting through to the right people. 
Success in business is not a mystery… IT IS A SYSTEM!!

Through one-on-one consultation, we identify the learning objectives important to you prior to the coaching sessions.  It is important to appreciate participant’s needs and prospecting challenges in order to tailor the coaching sessions.

Part II          Planning & Preparation    

Planning is most often overlooked and yet it is the cornerstone for effective Telephone Prospecting.  Planning both the physical environment as well as the mental environment is essential.

• Pre-call planning and telephone agenda
• Reduce telephone tension
• Introduce the 5 P’s of planning
• Set Goals
• 60/40 Rule

Generating Leads: Prospecting is the backbone to a successful business.  Techniques for finding qualified leads are identified.  Where and how to get leads is essential in Telephone Prospecting.

Moving Indifference to Curiosity to Commitment:  Learn the importance of a powerful well-developed script.  Dissect what you “must have” in your script to differentiate yourself from the competitor.  Learn to keep your script simple and practical, and to commit it to memory.  Walk away with your own industry specific script.

Part III          Telephone Prospecting Sessions         

Gain the confidence necessary to effectively manage the dialogue in making the first appointment with a new prospect.  Make a minimum of 30 telephone prospecting calls to new prospects under the guidance of the sales coach.  In this session you will benefit from a conference call to fine tune your sales approach.

Part IV          Closing the Sale                                     

You and your sales coach will go out to scheduled meetings set up in Part III, and attempt to close the prospect.

Part V         Follow Up                                               

HQ Training Solutions will follow up with management and/or participants to fine tune performance and address any concerns. Participant evaluation forms are available for review.

INVESTMENT:

$1595.00 + GST per person.  12 Hour One-on-One Sales Coaching Program

Mark Bernard
Trainer / Speaker / Author / Sales Coach
HQ Training Solutions
 Tel: (403) 873-5077 / Fax: (403) 873-5057
Cell: (403) 708-9900
e-mail: mark@hqtrainingsolutions.com
www.hqtrainingsolutions.com