a division of Rockhurst University Continuing Education Center
This seminar is offered onsite only. The descriptions and outlines specified below are examples of the topics covered in this seminar. Actual seminar content will depend on your organization's needs. Of course, we customize the seminar's content to meet the specific needs of your organization.
Selling More By Phone
A One-Day Seminar
Meeting Code: KTP
Master the powerful techniques that
will help you reach, influence and sell to more decision-makers than you
ever thought possible. In six hours, you'll learn how the pros get past
secretaries, receptionists and other "screens" who stand between them
and the buyer ... foolproof strategies for overcoming even the toughest
objections confidently ... little-known techniques that will help you
close more sales ... and scores of other surprisingly effective skills.
Discover how to take the stress out of closing sales and make the time
you spend on the phone 100 percent profitable.
You Will Benefit ...
- Increase your call-to-close ratio
- Improve your negotiating skills
- Deliver a sales message that is more personal - not
- Reach qualified prospects and maximize your sell time
You Will Cover ...
- What to do when a customer's objection takes you by
- "Tele-negotiation" ... learn how to use this powerful
technique to get what you want in any situation
- The 3 best times to reach decision-makers by phone
... tips from expert telemarketers
- A fast way to determine who has the authority to make
the buying decision
- A super-effective strategy for overcoming even the
- How to identify and cash in on every prospect's "hot
- 3 great ways to take the chill out of cold calls
- From qualifying decision-makers to overcoming objections
... get proven scripts for boosting your sales
- How to get others to reveal information about your
- After you've closed a sale ... 1 critical step you
must not forget
- The secret to winning a prospect's trust in seconds
- How to persuade borderline prospects to buy
- 3 proven ways tele-professionals close more sales ...
and how to make them work for you
- A "Tele-Time-Management" strategy you can use to stay
on top of sales reports, follow-up letters and other important paperwork
- How to minimize the sting of rejection
- A pre-call planning session that will guarantee you're
prepared for any question or objection
- A 5-part sales plan you can use to promote anything
- 5 self-motivational techniques guaranteed to keep you
from getting discouraged
- Do you know the words and phrases that turn customers
off ... and what you can say instead?
- Small talk … when it's an effective sales tool, and
when it's an expensive mistake
- How you can sell successfully to 3 common types of
- Is your voice tone helping or hurting your message?
Here's how to tell
- A great way to eliminate "really," "yeah," "uh huh"
and other speaking habits that dilute your professionalism
- The secret to keeping prospects from hanging up before
you've completed your message
- How to get prospects to call you back
- How to dramatically improve your call-to-close ratio
Should Attend ...
For sales professionals at all levels and telesales representatives
who want to gain strategies for enhancing customer relationships improve
their conversion rates by overcoming objections and confidently closing
Bring this seminar to your site!
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