Developing communication tailored to telephone prospecting
- Understanding the specifics of telephone communication.
- Overcoming your own obstacles.
- Personalizing the telephone relationship and making it dynamic: rhythm, voice, intonation.
- Building a relationship of trust: the right tools.
- Adopting positive communication.
Exercise
Exercises on voice, listening, questioning, positive speaking through role-playing.
Organizing yourself for successful prospecting and appointment-setting
- Evaluating the stakes of the sales prospecting process.
- Organizing your prospecting rhythm and sustaining it over time.
- Defining the targeting criteria: "asset-appeal" matrix.
- Setting the objectives and stages of your action strategy: The right questions to ask yourself.
- Identifying the potential motivational drivers of the prospect.
Role-playing
Detect the purchasing motivations of the person you are talking to. Group debriefing.
Making a successful prospecting and appointment-setting call
- Conducting a telephone interview: best practices.
- Attracting the attention and interest of the other person.
- Framing your communication to sell the appointment.
- Addressing objections in a positive way.
- Closing positively: rephrase and conclude.
Role-playing
Arouse the interest of the contact on the telephone. Collective debriefing.
Overcoming the "roadblock" obstacle
- Planning your prospecting to limit risks.
- Overcoming the roadblock: tips and behaviors to consider.
Role-playing
Overcome obstacles on the phone. Collective debriefing.
Making a pitch and handling objections.
- Adopting the right pace in your communication: silence, rebound, rephrasing.
- Grabbing the attention of your client.
- Thinking in terms of customer advantage/benefit.
- Proposing an agreement acceptable to the client.
- Building a guide to best practices for these calls.
Role-playing
Handle objections on the phone. Collective debriefing.
Evaluate your prospecting activity
- Choose evaluation and monitoring indicators tailored to what you do.
- Define actions to optimize performance.
Group discussion
Define the indicators for evaluating and monitoring the prospecting.
2d
- 14h00 
