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Course : Prospecting Over The Phone And Making Appointments

Prospecting Over The Phone And Making Appointments






INTER
IN-HOUSE
CUSTOM

Practical course in person or remote class

Ref. VTE
  2d - 14h00
Price : Contact us

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Teaching objectives
At the end of the training, the participant will be able to:
Organize your approach and your prospecting time
Develop effective communication on the telephone
Get targeted appointments
Develop your client portfolio
Commercially approaching difficult calls

Practical details
Hands-on work
Self-assessment, scenarios, role-playing exercises on effective behavior, recorded telephone role-playing.

Course schedule

1
Developing communication tailored to telephone prospecting

  • Understanding the specifics of telephone communication.
  • Overcoming your own obstacles.
  • Personalizing the telephone relationship and making it dynamic: rhythm, voice, intonation.
  • Building a relationship of trust: the right tools.
  • Adopting positive communication.
Exercise
Exercises on voice, listening, questioning, positive speaking through role-playing.

2
Organizing yourself for successful prospecting and appointment-setting

  • Evaluating the stakes of the sales prospecting process.
  • Organizing your prospecting rhythm and sustaining it over time.
  • Defining the targeting criteria: "asset-appeal" matrix.
  • Setting the objectives and stages of your action strategy: The right questions to ask yourself.
  • Identifying the potential motivational drivers of the prospect.
Role-playing
Detect the purchasing motivations of the person you are talking to. Group debriefing.

3
Making a successful prospecting and appointment-setting call

  • Conducting a telephone interview: best practices.
  • Attracting the attention and interest of the other person.
  • Framing your communication to sell the appointment.
  • Addressing objections in a positive way.
  • Closing positively: rephrase and conclude.
Role-playing
Arouse the interest of the contact on the telephone. Collective debriefing.

4
Overcoming the "roadblock" obstacle

  • Planning your prospecting to limit risks.
  • Overcoming the roadblock: tips and behaviors to consider.
Role-playing
Overcome obstacles on the phone. Collective debriefing.

5
Making a pitch and handling objections.

  • Adopting the right pace in your communication: silence, rebound, rephrasing.
  • Grabbing the attention of your client.
  • Thinking in terms of customer advantage/benefit.
  • Proposing an agreement acceptable to the client.
  • Building a guide to best practices for these calls.
Role-playing
Handle objections on the phone. Collective debriefing.

6
Evaluate your prospecting activity

  • Choose evaluation and monitoring indicators tailored to what you do.
  • Define actions to optimize performance.
Group discussion
Define the indicators for evaluating and monitoring the prospecting.