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.
Some of the most common and uncommon objections you will face are:
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