Telephone prospecting training in 20 hours

20 hours to master the basic techniques and, above all, feel at ease on the phone!!

The telephone is a wonderful tool, and mastering it can deliver stunning results in business to business prospecting.

Feeling at ease with this means of prospecting can start with the following thought: you are going to talk to a person with responsibility in a company who is interested in the subject you are going to raise.

When two experts in the same subject meet, they talk about it with passion!

As you will have gathered, mindset is the first key.

In this programme, which several hundred people have already followed, you will learn how to frame your prospecting to achieve your results.

The objectives:
Here are some examples of objectives set by participants and their sales management:

• Adopt an active prospecting approach.
• Organise prospecting in-house and make it operational through a common line of conduct
• Build momentum in prospecting
• Offer high-quality telephone reception tailored to each caller
• Improve the customer experience during telephone contacts.
• Recharge and step back from your day-to-day practices
  …

Organised over 3 weeks:
1 kick-off meeting with the participants
4 sessions of 3 hours
1 closing meeting at the end of the programme

The method
We favour interactivity by combining theory with practical exercises.
It is a combination of call listening with feedback and practical exercises, leading to structured content integrated into your culture.

By listening to the participants' needs in an active, participative and inductive approach, the link will be made with real-life situations and the "challenges" and issues they face every day.

4 methods are used during the sessions:

1. Exercises using the ImproTraining methodology®
to get into an open frame of mind,
to become aware of yourself and your impact on others
to make good learning systematic

2. "Live" call listening
To identify the operators' strengths and weaknesses
To give feedback based on concrete examples
To balance the interests of the stakeholders

3. Group discussions and reflection on
constraints
the words to use (and to avoid)
ways of handling various situations

4. Role-play exercises
to put things into practice
to allow yourself to fail in "risk-free" mode
to find the right way of doing things

The programme:
Always tailor-made!
Example content for 4 sessions:

• The meaning of prospecting
  
  • Mindset
  • Organisation and CRM
  • Qualify or sell?
  • People, their needs and their motivation
• Hot calling
  
  • Preparing a call
  • Getting past the gatekeeper
  • Telephone reception, a good introduction
  • Know to convince to close
• Types of questions
  
  • What to say, what not to say, which words to use, for what impact and in which situations
  • How far to go in a telephone contact
  • Expression and true truths
• Performance on the phone
  
  • Handling objections
  • Dealing with decision-makers, SONCAS / RAMI…
  • Reasons for calling back

The coach
The coach is an expert who can quickly identify what will suit the person or people being trained.
Building on their strengths, the coach works out possible improvements and helps define action plans and personal objectives.

Interested?
Send us an email ... or better still: give us a call 😉