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.
Skills you will learn
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