CourseDeveloping New Business by Telephone
Course Details
Venue: Commerce House, Festival Park, Stoke-on-Trent, ST1 5BE
Time: 9.30-4.30
Trainer: Steve Bracey
Overview
New business is welcomed by all of us, but we cannot afford to sit back and hope that it will come our way without effort. Actively canvassing for new business is the professional way to explore the possibility of getting new contracts and contacts.
Without new business – business can die.
This participative course explores the sales techniques required for developing new business by telephone
Objectives
Content includes:
• What is Cold Canvassing
• Who to Sell To
• When to Make Calls
• Where to Obtain Leads
• How to Get Past the ‘Gatekeepers’
• How to Plan for Success
• How to Set Objectives
• How to Start the Discussion
• How to Really Listen
• How to Structure the Call
• How to Ask the Right Questions
• How to Sell the Benefits
• How to Overcome Objections
• How to Extract Buying Signals
• How to Close the Sale
• Exercises
SUITABLE FOR:
Telesales personnel who are expected to develop new business on the telephone.
Extremely useful for sales people who have to make new appointments using the telephone.
Course Details
Course Date: 7 August 2012 Cost For Members: £185 + VAT Cost For Non-Members: £230 + VAT
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