Effective telephone sales
Konstantin Tatarskiy
Konstantin Tatarskiy has been consulting in the sphere of negotiations, sales management and building of sales systems in large companies for 13 years. He is the Director for development and implementation of corporate training programs in Client companies.
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Target audience:

This training is aimed at managers and specialists who develop new customers and make phone calls about selling goods and services.

Aim:

To develop skills in making contacts, and work with cold calls.

To develop communicative telephoning skills: ability to listen, to ask questions, to influence an interlocutor.

To increase sales efficiency.

To master techniques of overcoming barriers in telephone communication.

Program:

Topic 1. Communicative competency of a sales manager as a major tool of influence in professional sphere.

Topic 2. Preparation to communication with a customer. Collection and analysis of information about a potential customer.

Topic 3. Work with «cold» calls.

Topic 4. Motivation of a customer for interaction: establishing contacts, building trust relationships.

Topic 5. Diagnostics and/or development of customers’ needs.

Topic 6. Presentation of goods by the phone, drawing up a commercial proposal. «Selling» a meeting.

Topic 7. Work withdoubts and objections of a customer.

Topic 8. End of a telephone contact aimed at selling goods.

Informative part of the program in more details is to be additionally specified.

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