Warming Up The Call
R750.00
Learning Objectives
Part One – Preparation
Understand the importance of the concept of Professional Selling in achieving your personal objectives.
Be able to implement the key points in Warming up the Call including:
- Preparing informing on WHO – the people who you will be calling or meeting
- Identifying WHY – that is the type of call you are making
- Researching the WHAT – that is the needs of the customer, and everything about them.
- compiling and information check list
- setting clear objectives for our call
- ensuring you have all the needed information and tools you need
- and making sure that you are talking to the right person at the customer or potential customer
Part Two – The Call Itself
Understand why warming up the call is important in relation to Professional Selling.
Be familiar with, and be able to implement the key points in Warming up the Call including:
- How to warm up For the call and,
- How to warm up the call itself
Estimated length, including assessments and exercises 1 hour 30 minutes
Description
90% Preparation! 10% Perspiration!” Get prepared, gather information, know the level of selling that will be involved, utilise objective cards, relate customer needs and get through to the right person! Module 5 makes the Call your biggest asset. This teaches sales professionals the do’s and don’ts and the strategic tools to get through to the right people. In various role playing and on-the-job exercises, the sales team will be able to build credible strategies for maximising the upside of using the telephone, second person or referral appointments, co-incidental encounters, and general networking. Strategic tools, such as creative attention grabbing letters, faxes, and emails will be built as effective support for reaching your preferred contact. Indirect influencing and strategic tools will build the different steps necessary to make a successful call.
