Professional Selling Over the Phone Online Training Course: Prospecting

Price: $179.00

Online Training Course ID: 44512

Training Course Description / Outline

Professional Selling Over the Phone Training: Prospecting offers the student examples of sources for finding telesales prospects and information to leave on prospects' voice mail. The training program provides a process for maintaining a positive attitude and identifies the components of the soft sell. In addition, the training program offers the student guidelines for building and maintaining relationships with prospects.

Learn To

• Choose information you should leave on a prospect’s voice mail.
• Select the guidelines for building business relationships with prospects.
• Select the guidelines for maintaining relationships with prospects.
• Follow the guidelines for building business relationships with prospects.
• Follow the guidelines for maintaining relationships with prospects.
• Identify ways to overcome negative experiences.
• Follow the process for maintaining a positive attitude.

Training Audience

The target audience for this training program is Inside and Outside Sales Representatives, Sales Managers, Account Managers and Customer Services Representatives that use the phone in any part of the sales cycle.

Total Training Time

2 to 4 hours

Training Objectives

Unit 1: Generating Telesales Prospects (0.5 - 1 hour)

• Identify methods of finding telesales prospects.
• Choose information you should leave on a prospect’s voice mail.
• Simulation Overview:
• In this simulation, you are a candidate for on open Sales position, and you are meeting with Roger McAlister, Icon’s Director of Sales, to discuss ways of generating telesales prospects. As the final element of your interviewing process, Ron will be testing your knowledge of both finding telesales prospects and the appropriate information to leave on a prospect’s voice mail. If you successfully evaluate the questions and scenarios he presents, there is a good chance that he will hire you on as a Sales Associate.

Unit 2: Interacting With Prospects (0.5 - 1 hour)

• Select the guidelines for working with screeners to reach prospects.
• Select the guidelines for building business relationships with prospects.
• Select the guidelines for maintaining relationships with prospects.
• Follow the guidelines for building business relationships with prospects.
• Follow the guidelines for maintaining relationships with prospects.
• Simulation Overview:
• In this simulation, you will be calling Ron Spear, the Purchasing Manager for Technology Systems, Inc. (TSI), to begin laying the groundwork of a business relationship. TSI is a fast-growing company with rapidly-expanding technology demands, and as such, is an excellent prospect for Icon. In your interaction with Ron, it is your responsibility to follow the guidelines for creating and maintaining business relationships with prospects.

Unit 3: Cold Call Strategies (1 - 2 hours)

• Identify the most important elements of the soft sell.
• Identify ways to overcome negative experiences.
• Identify the potential effects of a negative experience.
• Identify the potential effects of a negative self-perception.
• Sequence the steps for maintaining a positive attitude.
• Follow the process for maintaining a positive attitude.
• Simulation Overview:
• In this simulation, you will meet with Amy Johnson, a recently-hired Sales Associate, to discuss a negative experience she had the previous week. During a call, a prospect undermined Amy’s authority and insulted her intelligence. Ever since, Amy has been reacting more defensively to prospects, and she feels that it’s hurting her performance. As Amy’s immediate supervisor, it is your responsibility to help Amy identify ways of overcoming negative experiences and lead her through the process of maintaining a positive attitude.

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