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Management - Leadership
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Project management
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Professional development - Personal development - Communication
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Human resources - Competency management
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Customer relations - Business - Sales
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Quality - Health and safety - Environment
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Sustainable development - Social responsability
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Industrial performance
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Purchasing - Sub-contracting - Logistics
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Finance - Accounts - Financial Management
Let's your talent blossom
Customer relations - Business - Sales
- Management - Leadership
- Project management
- Professional development - Personal development - Communication
- Human resources - Competency management
- Customer relations - Business - Sales
- Quality - Health and safety - Environment
- Sustainable development - Social responsability
- Industrial performance
- Purchasing - Sub-contracting - Logistics
- Finance - Accounts - Financial Management
- Large accounts: winning them, developing them to reach one's objectives
- Dealing with client complaints on a daily basis
- NEGOVision®: optimizing your business negotiations
- Essential Sales Techniques
- Canvassing and selling over the telephone
- Sales for individuals in non-sales and marketing positions
- Managing client relations within your teams
- Client relations basics
Canvassing and selling over the telephone
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Objectives
• To efficiently lead and control the sales interview over the telephone.
• To achieve successful telephone canvassing right from the start with all different types of interlocutors
• To enrich and develop the commercial aptitude of telephone sales employees.
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Keywords
Telephone - Sales - Interview- Canvassing.
The advantages
- Many "real" simulations, recorded from your practical case studies and the difficult situations you face most often.
- Many "real" simulations, recorded from your practical case studies and the difficult situations you face most often.
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Aimed at
Anyone who holds a telephone commercial or sales position.
Program
Preparing for and organizing the phone call
The 4 stages of the sale
- Defining the objective of the call.
- Preparing the material aspect of the call (tools, means).
- Collecting information regarding the client you plan to contact.
- Planning targeted catchphrases and anticipating objections and responses.
- Developing an argument that is suitable to the prospects.
The 4 stages of the sale
- Contact:
- approaching the call recipient;
- overcoming obstacles;
- creating a climate of trust;
- introducing yourself;
- explaining the reason for the call;
- capturing the interest of the client (the 3Vs – Vous, Vécu, Visuel – you, what you experienced, and what you saw)
- overcoming obstacles;
- creating a climate of trust;
- introducing yourself;
- explaining the reason for the call;
- capturing the interest of the client (the 3Vs – Vous, Vécu, Visuel – you, what you experienced, and what you saw)
- Discovery:
- identifying the client's needs;
- the attitudes favorable to communication;
- the different forms of questions and their relevance;
- active listening.
- the attitudes favorable to communication;
- the different forms of questions and their relevance;
- active listening.
- Being convincing:
- adapting your solution to the client's needs;– emphasizing the advantages "tailored" to the client ; – the personalized argument.
- Concluding:
- recognizing buying signals;
- seizing the moment to conclude;
- techniques for concluding;
- concretizing the call with a result (meeting, call, sending a document, follow-up, etc.).
- seizing the moment to conclude;
- techniques for concluding;
- concretizing the call with a result (meeting, call, sending a document, follow-up, etc.).
- Identifying the different types of objections.
- The different ways of dealing with objections.
- Knowing how to bring objections back in your favor.
- Building your self-confidence.
- Telephone attitudes.
- Smiling, placing your voice, controlling your expression.
- Reassuring phrases, positive terms.
