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Employee Development Services, Inc
801 Riverchase Drive
Brandon, MS 39047
phone: 601.992.4020
phone 800.344.4020
Fax: 601.992.4411
website: www.eds-training.com
email: info@eds-training.com
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Objectives
On
completion of this workshop, participants will be able to:
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Identify
the importance of prospecting in terms of the overall sales cycle and
of achieving their own sales goals.
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Develop
a plan for their prospecting and territory development.
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Conduct
effective telephone calls that qualify the prospect and gain agreement
to continue the sales cycle.
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Handle
call screeners and obstacles professionally and effectively.
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Fine
tune their telephone prospecting communication skills, particularly
those of listening and questioning.
Coaching
for Results
As
the time required to make face-to-face calls escalates and the cost of
field sales calls soars, the telephone is becoming an increasingly
important tool that helps sales representatives to meet their revenue
objectives. However, time
spent on the phone can be wasted unless salespeople know how to prospect
and qualify potential customers.
Telephone
Prospecting & Qualifying (TPQ) teaches sales representatives why and
how to prospect and qualify over the phone.
TPQ explores why prospecting is important and helps each sales
representative establish a profile of a qualified prospect.
It teaches participants how to plan and conduct successful
prospecting calls that will result in an agreement to further the sales
process or to disqualify the prospect.
Techniques for handling the special obstacles that arise when using
the phone, such as getting through a screener or dealing with answering
machines, are also explored. Finally,
the course fine tunes communication skills to enable sales representatives
to project a positive image for your organization.
Who
In Your Organization Will Benefit?
Any
person in sales including:
Description
Basic
philosophy:
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Qualifying
prospects may be difficult, but it is also the most important step in
the
sales cycle.
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Salespeople
have the primary responsibility for finding qualified prospects.
It is their responsibility rather than that of the marketing
and advertising departments, or any other personnel who help them.
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It
is each salesperson's responsibility to know the territory, what its
potential is, and where that potential lies.
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To
realize the potential of the territory, the salesperson must have a
plan and work that plan every day.
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Working
a good prospecting plan is the key to success.
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Lack
of qualified prospects is a major obstacle to success in sales.
Course
Format and Length
This
one-day interactive workshop is designed for 15 to 21 participants.
The workshop develops improved prospecting and qualifying skills
through a carefully designed series of learning activities that include:
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Facilitator
presentations and skill modeling.
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Readings.
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Audio
examples.
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Table
group activities and group discussions that provide opportunities to
exchange views, experiences, and ideas.
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Exercises
to develop and transfer skills and concepts to your sales environment.
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Role
plays.
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Feedback
and critique of the participants' use of the skills and techniques
taught in this program.
Course
Materials
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Facilitator
Guide––Provides step-by-step instructions on how to administer the
workshop and includes overhead transparencies and an audio transcript.
It also includes a Sales Manager's Guide to provide an overview
for management, along with coaching and reinforcement guidelines.
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Participant
Manual––Contains program readings on the concepts of TPQ,
individual and group activities to develop the learning, and an Action
Guide to be used during and after the workshop.
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Audio––Models
appropriate and inappropriate prospecting and qualifying phone calls.
The audio is delivered on 1/2" videotape for ease of
operation and for better sound quality.
Course
Content
Telephone
Prospecting in Perspective
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The
relationship of prospecting to the sales cycle.
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Defining
the characteristics that qualify suspects as prospects.
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Where
to look for suspects.
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Reasons
for using the telephone to prospect and qualify, and guidelines for
its effective use.
Making
the Prospecting and Qualifying Call
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The
prospecting and qualifying telephone call flow.
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Preparation
of call openings that are professional and tailored to the suspect.
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Identification
of the qualifying information needed from the suspect.
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Questioning
to qualify.
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Analysis
of call completion.
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Use
of attuned listening skills to distinguish mood and setting.
Fine
Tuning Your Skills
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How
to use call screeners to your advantage.
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Enlisting
the aid of your suspect's support staff to gather useful information.
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Leaving
professional and compelling messages on answering machines or voice
mail.
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Analysis
of the most frequently encountered obstacles and how to overcome them.
Implementation
Guidelines
TPQ
is designed to be implemented by your own in-house trainers or by one of
Vital Learning's experienced and qualified trainers.
Customization
TPQ
activities, discussions, skill practices, and Participant Manual covers
can be self-customized or customized by Vital Learning to your selling
environment. Your sales
representative can furnish you with details, information, and pricing for
customization.
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