The Ingredients of a Great Telephone Sales Call
The Telephone Mastery Series
There are now three courses that make up the Telephone Mastery Series.
This is the second course. The first is a basic selling skills course,
Sales 101. The third course is called
Sales Tactics and includes the material dropped from the original
course and some other new materials. (Please note that this course
outline may change without notice.)
The Course
This course is unique focusing on those facets of selling effected specifically
by the telephone selling environment. You will learn how to compensate for the
differences in visual versus telephone (blind) communication.
- The purpose of this course.
What you are about to study is unique in both material and approach
to any sales, and especially any telephone sales, course you have
ever taken. To the best of my knowledge, and I have looked at and read
tens of sales books, no other course even purports to due what we
will attempt in the following hours and pages.
- How to Take the Course
- Change in approach
- Don't Allow Confusion
- Ask Questions
- Drills and Exercises
- How I will apply the data exercises
- Technical competency drill
- Critical Communication Skills for Telephone Selling
- Selling is Just a Form of Communication
- What is the Purpose of communication
- Steps of a successful communication
- Communication Exercise
- The Secret and True Nature of a Telephone Sales Call
- What is the true nature (Definition) of a telephone sales call?
- What reactions can we expect from our prospect? And why?
- How does media similar attempt to persuade compare?
- Who are we talking to? What should we understand about them?
- What is their mindset?
- So, what must we strive for?
- The Four Nemesis's of the Telephone Selling Environment
- Nemesis 1: Father Time
- Nemesis 2: The Unknown
- Nemesis 3: Being Blind
- Nemesis 4: Selective Reception
- Attitude, Communication, Success
- Remember the Elves with "ATTITUDE!"
- How does "attitude" effect success?
- How does communication affect success?
- How does attitude effect communication?
- The three primary keys of attitude: Energy, Enthusiasm, and Passion
- Understanding the Power of Voice
- Presentation versus Casual Voice
- The dangers of Casual Voice
- Examples of the power of a vocal message
- The key attributes of voice and how to use them.
- Powers of the vocal presentation
- The Overwhelming Force of Good Call Objectives
- What is a "call objective?"
- What is the importance of call objectives?
- Where do we look for our call objectives?
- The First Objective: Developing a relationship.
- The Primary Objective: Setting the Next Step
- Call success is only measured in achieved objectives.
- "What", and "Why" are critical
- Call Control the Secret to Success
- They say it isn't true.
- Control is a "special" attitude
- Key Concepts for Handling Voicemail
- A Word About Decision-Makers
- Don't SELL, interest!
- Unique Selling Propositions
- The Letter-Call, Letter-Call Strategy
- K.I.S.S.
|
|
|
© 2008, Penoyer Communications, All Rights Reserved
|
|
