Open to everyone
Course Description: Before making outbound calls, whether you are selling, generating leads or making an appointment, you must learn to understand your market-share. Understanding your market will help you to know if you’re calling people who are the 10% that say “yes” the 10% that say “no” or the 80% that we call the “maybes”. You must be prepared to have a carefully thought out the presentation in order to identify your market share and convert a higher percentage of your prospects into customers.
When faced with early resistance, particularly when cold calling, this course will help you have greater confidence in overcoming resistance and learn how to close the call while keeping the door open for future opportunities.
Identify your market-share
Techniques to help you overcome early resistance
Strengthen your prospect’s commitments
Learn to spend quality time with prospects you can sell
Learn to identify future prospects not ready at the time of your call
Techniques that keep the door open for future opportunities
Quickly identify prospects who are not in the market
Which prospects are unreliable and say yes but later change their mind
Identify which prospects that “maybe” in the market
Course Description: Approximately 60 percent of communication is lost over the telephone due to lack of eye contact, gestures, and facial expressions and it’s because you have only your voice to work with. Properly used, your voice can be communicative and persuasive. It’s important to learn ways to enhance your communication skills by using methods other than facial expressions and body language.
Your style of delivery is crucial when reading from a script to help you sound less “canned.” Incorporating a better style of delivery will set you apart from other telemarketing sales type calls. Bottom line is when someone can deliver their message well and impress you the most, is who you would prefer to do business with! This is what differentiates the high closer from the mediocre and the poor closer. The higher closer is usually the one who concentrates on delivering their message best.
Learn how to you use your voice that is engaging and convincing
Voice projection is a vital tool for projecting confidence
What is a Strategic Pause and how to utilize it to give you greater control
Breathing correcting is crucial to help you project a strong voice that last long
What are the best ways to use Variable Speeds in your pacing to help you sound less monotone
What is an Assumptive Statement and how to use it in most of your conversations
Voice inflection in all the right places but don’t overdo it!
Overall you will learn how to present your message better and improve your performance!
Course Description: In this training, you will learn the 3 fears your prospects have when being prospected. Many presentations can project a negative image in the prospect’s mind, and this is primarily due to poor agent delivery. Today, more than ever, it’s vital to develop techniques that distinguish an agent not only from other competing agents within their industry but also from those who are aggressively fighting for the same prospect’s time and money.
What are the 3 primary fear points of your prospects?
How to use a 12 Step Method designed to overcome these fears before they surface into early resistance
Techniques how to overcome the fears and gain control of your presentation
Overcome unnecessary objections in less than 20 seconds of your presentation
How you can spend less time dialing and more time presenting to the right prospects
Proven tools to engage your prospects and remain in control of your presentation
How to reduce resistance early on in your presentation
Learn the “Easy Close” that helps you continue with your presentation and rid of those who are time wasters
Course Description: Our words greatly influence the course of our life—from our relationships to our career. Words are powerful! What we say counts and how we deliver them is vital. When we are careful with what we say and….. how we say it, we can make a difference and turn what could be a negative situation into a more positive outcome! You can use this information in this course, not only in the workplace, but at home with your family and friends. When it comes to prospecting or handling customers you only have your words, so why not make them count and more effective to help win over those you are in contact with!
You will learn words that are negative and irritating to your listeners
Alternative words are given to help you change what you say with a more positive and proactive approach
List of words are provided that are reactive and proactive
Understand that your words matter and what you say makes a difference in the outcome
Learn to create a more interesting way to communicate
Incorporate selling statements with your words
A list of phrases will help you create interest in your listeners
What words are Emotion Impact, what words influence Negative Reactions, and what words best describe Positive Qualities?
A list of words is included that loses its power and confidence in you and words to replace them that create positive reactions and interaction with your listener
Action Verbs are provided designed for Marketing, Sales, Accounting and Finance, along with Power Words from A to Z!
Course Description: For years companies have concentrated their outbound calling efforts by conducting a one-call close. Today, due to the inundation of outbound calls, not only is it necessary to approach prospects differently, it’s equally important to slow down the selling process. To accomplish this, you may need to conduct a two-call close.
Remember, you don’t always have to win your prospect over on the first call.
When being approached for the first time, your prospect wants to know who you are, what company you represent and how you got their name. You will also need to respect their time and give them the purpose of your call. With a better understanding of what your prospect wants, this training will teach you the first four steps of the 12 Step platform that satisfies their need to know.
Understand what happens in the first 20 seconds of an outbound call
Steps that give you greater control enabling you to get to the heart of your presentation
Have greater confidence when you enter into your selling step
Gain attention from your prospect in the first 20 seconds
Overcome your prospect’s resistance before they occur
Overall techniques designed to improve your overall calling experience
Course Description: In the previous training, Module 5, The First 20 Seconds of Your Presentation, this was extremely vital for you to conduct an effective presentation. In this training, you will learn the art of asking the right questions at the right time. You will know how to ask open-ended questions to help your prospect open up and share with you on a deeper level as opposed to asking close-ended questions that get you only a yes or a no response. When selling understand that it is not just promoting a product or a service, it is also selling an appointment or offering up to send your prospect more information. Therefore, asking the right questions will help you have an effective selling step
You will learn what questions lead you into your selling step
What at the Who -What -Where –Why-When -How -Explain -Describe and Share type of questions you should ask.
Gain more positive and honest responses from your prospects
Improve your chances of getting further into your presentation with the right questions
What questions are best to qualify your prospect so you’re not wasting time
Learn how to establish what your prospects’ wants and needs are
Find what will push your prospect’s “hot buttons”
Learn how to create the need for what you’re offering that enables you to move forward into the remainder of your presentation
Should you fail to create your prospect’s needs you will learn how to create a “deeper need” moving you forward in your presentation
When you have made every attempt to ask the right questions, but unsuccessful, know how to close off properly to leave your prospect a positive impression about you and keep the door open for future opportunities
Course Description: During your Effective Probe training in Module 6, your prospect is actively answering your questions. Once you have completed probing, your prospect won’t remember exactly what they said. Therefore, in this training you will learn how to effectively summarize your prospect’s responses, emphasize the important ideas your prospect gave you, and reflect them back in a more dynamic and powerful way. A well thought out restatement allows your prospect to see their expressed wants and needs from a fresh and objective perspective you present to them. Restating your prospect’s responses is powerful and will effectively lead your prospect into your selling step
Learn to restate that is concise, truthful
Learn to restate what your prospect says that is dynamic and powerful
Use the restate technique to hold your prospects accountable for what they said should they object later
Use the restate technique to hold your prospects accountable for what they said should they object later
Using the restate exercises will help you learn to use this step with ease and confidence
Title: Effective Selling
Course Description: In Effective Selling, you will learn what it takes to sell your offering. Selling is not just a product or service; it’s also selling the benefit of an appointment or an idea; it’s a reason why your prospect should listen to you.
There are four components when selling; the First is, The Feature, the product or service you are promoting. The Second component is called, Functions, what the product or service will do. Such as Size, weight, shape or performance; it’s the details of your offer. The Third component is called, Implied Benefits, this is what good your prospect will gain from it. And finally, the Fourth component is the Stated Benefits, this is the money or time made or saved from your offer. Having all four components and choosing the right language to express them is vital to the sales process. Without one or more of these components, will negatively affect your selling efforts.
Learn the four components in detail and how to use them in your presentation
Learn what to say, when to say it and why
Increase your confidence and achieve greater results when selling
Improve your close rate exponentially