"In telephone communication with others,
82% is your tone of voice, and the remaining 12% are spoken
words."
- ALBERT MEHRABIAN (source for statistics) |
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"Looking for a place to sell that is not crowded
with competitors? Sell at the top."
- ANTHONY PARINELLO; Selling to
VITO |
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Contact Centre Programs
| What separates an average sales
person from an exceptional one? What are the
trade secrets for selling more and on a consistent
basis? When a sales person complains they
have trouble closing the sale, it usually
points to a number of common things: they
are not dealing with the decision maker(s);
they have fallen short on presenting relevant
value to their customer in relation to their
product/service offering or they fail to adequately
deal with customer objections. As a result
any attempt to close the business is premature,
resulting in a halted sale. |
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In this one-day workshop, we delve into the selling
process to uncover ways for overcoming obstacles
to success, and practice essential skills and techniques
to become more efficient at selling. Whether it
is a one-call close or a complex sale, we will cover
learning aimed at improving our sales performance.
Objective:
To provide an effective approach to selling over
the telephone aimed at increasing efficiency, and
improving sales ratios.
Who
Should Attend:
This workshop is directed at all Sales Professionals
who conduct business by telephone. In particular,
Contact Centre Professionals who perform outbound
selling campagins are especially encouraged to attend.
Learning
Outcomes:
- Gain an understanding of the selling process and
essential skills for success.
- How to by-pass the gatekeeper and get to the decision-maker(s).
- Learn the power of voice dynamics to create customer
interest in what you have to say.
- How to present your product /service so that it
offers relevant value to your customer.
- How to employ effective listening and questioning
techniques to confirm customer needs.
- How to handle any objection and recognize when
to employ various closing statements.
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