Preparing and organizing your pitch
- Reviewing target profiles and files.
- Adding to your files and categorizing your contacts.
- Asking yourself the right questions to prioritize your actions.
- Follow-up calls: contact sheet, SONCAS method.
- Building or optimizing your call follow-up table.
Group discussion
Share prospecting methods and tools. Identify areas for improvement.
Building your sales pitch and preparing for interviews
- Knowing what you can offer and what your competitors can.
- Promoting your competitive advantages.
- Building a customer-benefit-oriented sales pitch (CAB method).
- Developing different call scenarios.
- Adapting your offer and sales pitch to each profile.
Hands-on work
Preparing sales pitches (CAB method). Preparing common objections.
Being punchy and opening up the dialogue on the phone
- Developing active listening.
- Asking and rephrasing techniques.
- Overcoming obstruction on the phone.
- Identifying the contact person(s) involved.
- Generating interest by personalizing your introduction.
- Using your voice as a powerful tool.
- Become more assertive when the contact becomes aggressive.
Role-playing
Personalized hands-on cases of telephone sales: teasing phase, practice with asking and rephrasing.
Making the pitch and conduct the sales interview by telephone
- Discovering the prospect's specifications.
- Selecting the right arguments for the target.
- Dealing with all types of objections through questioning.
- Mastering Story Telling to encourage the decision to buy.
- Managing tension and keeping control of your voice.
- Practicing self-diagnosis.
Role-playing
Address objections.
Developing your telephone negotiation skills
- Preparing for your sales negotiation.
- How to present your initial price offer.
- Developing your comfort level in price negotiations.
- Obtaining a quid pro quo for any concession granted.
- Mastering closing techniques.
Role-playing
Conducting the final price negotiation and steering the conclusion.
2d
- 14h00 
