Training

Prospecting By Phone

Date of Training: 15th March 2012
Region: Dublin
Trainer: David Malone
Venue: The Burlington Hotel, Dublin 4
Price for SII Member: EUR 295
Price for non-SII Member: EUR 345
Duration: One Day
Type: Workshop

Prospecting by phone can be challenging and is often avoided but remains a critical skill for sales professionals today. A good sales professional will learn how to efficiently target and identify prospects but the truly successful salesperson will know how to effectively engage with them, remain relevant and direct the call towards a desirable commercial outcome.

This programme will teach you how to structure telephone prospecting opportunities for maximum effect, how to influence ethically and how to incrementally close at all stages of the call. The 'Prospecting by Phone' workshop will give you the skills to find quality prospects and convert them into sales. During this highly interactive, practice-driven sales training workshop you will benefit from and experience personal coaching and work through exercises, activities and simulated customer calls. The workshop will equip you with knowledge, skills and techniques which you can immediately apply in your own work environment to build your pipeline and increase sales.

• Learn how pre-call planning ensures a higher number of prospects accept your call and engage with you
• Understand the principles of influence and how to apply them to your target list
• Overcome reluctance towards prospecting by phone
• Structure a call for maximum effect and perceived control
• Learn how to phrase an opening statement that will get much higher levels of interest, attention and call acceptance
• Practice voicemail scripts and tips to ensure your follow up call is accepted
• Learn how to incrementally close all stages of the call so asking for the next step is much easier
• Learn how to follow through by asking for the appointment
• Recognize the importance of reflection to improve skills for future interactions
• Learn how to focus on getting movement from the call (as opposed to focus on the activity of sending out literature)
• Measure and monitor your performance like the top 10% of sellers
• Prioritise and maximise the time that you spend prospecting by phone
• Significantly improve the effectiveness of your telephone based prospecting and increase your sales.

To book your place please contact the Sales Institute on 01 662 6904 or email info@salesinstitute.ie