Aimed at
This course is aimed at all sales profiles which have to carry out sales interviews
Learning

After this course, you will be able to:

  • Monetise your time on the phone
  • Increase your success rate in telephone prospecting
  • Make effective use of active listening to adapt your messages to the preferences of your potential client
  • Identify the non-verbal language of the other person
  • Adapt your dialogue to the psychological profile of the other person
  • Master objection handling techniques
  • Closing the conversation successfully
Methodology

The first thing you will do is to learn the technique that will allow you to perfectly manage the 5 stages of the telephone prospecting process.

In order to put into practice what you have learnt, you will train using three types of call: cold call, call to a reference and call to a person who has a secretary.


Your objective will be to try to arrange a meeting with each of these people, managing to convey attractive and impactful messages in the short time they give you.

With our methodology, you will learn by practising, which is the best way to assimilate new behaviours.

Skills to be acquired
Politeness and spirit of service

You will put yourself in the customer's shoes, creating a relationship of loyalty and trust

Focus

You will get the necessary information to find the best possible solution

Active listening

You will understand the customer's needs by asking relevant questions

Target oriented

You will proactively lead the interview, maintaining a cordial atmosphere and respecting the personality of the other person

Explanatory communication

You will present the proposals in a clear and organised way so that your client will understand

Handling of objections

You will avoid confrontations and take advantage of discrepancies and doubts to present a shared solution

Closing

You will conclude interviews successfully, enabling you to start a long-term relationship with the other people

Content
  • 1. Introduction
    • Introduction
    • The phone as an investment
  • 2. We don't just need a phone
    • Introduction
    • The key tools
    • The benefits of proper planning
  • 3. The three phases of the technique
    • Introduction
    • The importance of being polite
    • How to make the candidate fall in love
    • The effective closing of the call
  • 4. The technique for handling objections
    • Introduction
    • The technique for handling telephone objections
    • The power of a good question
    • A last effort
  • 5. Summary and final tips
    • An overview of the technique
    • The final tips

Average ratings

General
Rating - Star Rating - Star Rating - Star Rating - Star Rating - Half Star
My skills have improved
Rating - Star Rating - Star Rating - Star Rating - Star Rating - Star
Applicable to my job
Rating - Star Rating - Star Rating - Star Rating - Star Rating - Star

Personal ratings

User
Salesperson Insurance Sector
Rating - Star Rating - Star Rating - Star Rating - Star Rating - Star

I no longer fear having to call clients

User
Salesperson Banking Sector
Rating - Star Rating - Star Rating - Star Rating - Star Rating - Star

The practices are very real

User
Salesperson Industrial Sector
Rating - Star Rating - Star Rating - Star Rating - Star Rating - Half Star

The practices are the best part of the course.