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What you'll learn

  • Develop structured frameworks for cold calls, including key factors to keep in mind and how to tailor your value proposition. Gain confidence in leaving powerful voicemails that get responses and ensure productive follow-ups.
  • Master techniques for identifying and engaging decision-makers, avoiding gatekeepers, and securing appointments that stick.
  • Discover how to move prospects up the pipeline, avoid objections, and keep them interested without crossing boundaries.
  • Learn how to utilize open, closed, and impact questions to uncover prospects needs and wants effectively.
  • Explore how to plant the seed of doubt in satisfied buyers and position yourself as a better alternative to their current suppliers.
  • Understand the importance of referrals, pipeline management, and how to consistently close deals, both direct and over the phone.
  • Leverage social media for effective social selling, building quality networks, and maintaining relationships with key accounts.

Who is this course for

  • Sales professionals of all levels, from beginners to seasoned experts, looking to improve their phone and cold-calling techniques. Individuals seeking to enhance their ability to overcome gatekeepers, secure appointments, and close more deals.
  • Salespeople who want to boost their referral rates, manage pipelines effectively, and grow their businesses through better communication strategies.

Course content

  • Developing A Calling Framework To Use
  • How To Open Your Calls
  • How To Sell The Appointment & Not What You�re Selling
  • Pre-Call Planning & Preparation
  • Uncovering The Needs & Wants Of Your Prospects
  • 3 Powerful Tips For Setting Appointments On The Telephone
  • 3 Useful Hints For Leaving Your Prospect A Voicemail
  • 4 Quick Tips On Gaining More Referrals
  • 5 Prospecting Mistakes to Avoid
  • 6 Phrases To Avoid When Speaking With The Decision Maker
  • Cold Calling - How to Open Your Call
  • How To CEMENT Your Appointments In Stone
  • How To Close A Direct Sale Over The Telephone
  • How To Get Through A Gatekeeper Screen
  • How to Get Your Voicemails Returned
  • How To Identify A Gatekeeper Screen
  • How To Overcome Objections On The Telephone
  • How To Sell An Appointment
  • Keeping Your Pipeline Full
  • Make Your Sales Scripts Sound Unrehearsed
  • On Your Way To The Telephone
  • Pre Call Planning & Objective Setting
  • Prospecting - Keeping In Touch Without Stalking
  • Prospecting - Why You Should Lose "Touching Base"
  • Qualifying Decision Makers
  • Social Selling
  • Successful Follow Up Calls
  • The Gatekeeper Screen
  • We're Happy With Our Current Supplier... What Now

Requirements

  • NO ENTRY REQUIREMENTS
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