Gaining Commitment on the Telephone

Rapport + Rapport = Rapport

Overview:

This course focuses on incoming and/or outgoing calls whose purpose it is to lead to sales or appointments. Closing techniques are a vital component to making the most out of these calls, and during this course a best closing style is found and then practised by means of a series of role-plays.

Suitable for:

Anyone who makes outgoing calls and wants to maximize sales opportunities.

The Programme Topic Areas are:

• Setting out our objectives
• Types of closes to maximise appointments - over 20 types of close are studied
• Preparation for the calls - includes an introduction to objection-handling
• Participants to make outgoing calls - one to one supervision and advice
• Discussion on 1st session of calls
• Improving qualification - when to use open and closed questions
• Role plays - here delegates practise closing early & often so that it becomes second nature
• Participants to make outgoing calls - one to One supervision and advice
• Problems and solutions
• Summary & action plans agreed