Tuesday, March 22, 2011

Telesales and Cold-calling Techniques

1-day intensive practical workshop to prospect,
improve and close more sales over the phone
Course date: 27th April 2011
Time: 9 am to 5 pm
Venue: Furama RiverFront Hotel (Former Apollo Hotel)
Havelock Rd. Nearest MRT: Tiong Bahru
Early Bird Discount
$70 off per pax
Group Discount:
2 pax additional 10% discount.
3 pax or more additional 15% discount
Program Overview
It can be a frustrating and fearful experience for
those who rely on the phone as their main tool
of communication for sales. Phone selling is
often viewed as more difficult than face to face
selling. An effective cold-calling and business
plan can make the difference between landing
a deal and waiting for the phone to ring.
Effective phone selling skills can be honed
with the right techniques and lots of practice.
Course outline
Telephone: Tool or Nuisance
Major Errors in Using the Telephone
Qualities Of A Successful Telemarketer
Clear Speaking Techniques -
- Alertness, Pleasantness, Conversational tone, Distinctness & Expressiveness
Manage Positive Customer Perception
- Is not What we say But how we say it
Listening Skills
- In-and-out listening
- Literal listening
- Empathetic listening
- Probe, Listen, Clarify
30 Seconds telephone rules
Overcome call reluctance
Know your objective of the
Sales call
Getting pass gatekeeper
- Receptionist
- Secretary
- Clearing Roadblocks
Getting the appointment
- Techniques to get appointment
Main points for tele-prospecting
Questioning Techniques
- High gain questions
Turning Enquiries into Sales
Handling and responding to objections
Features & Benefits
- Features tell, benefits sell
Obtaining commitments
Sales Negotiation Techniques
Program Objectives:
At the end of the one-day workshop, participants will be able to:-
- Understand how to deal with different telesales situation
- Use questioning techniques to gain commitment & set priorities
- Navigate through different departments to reach decision makers
- Build chemistry to develop referral strategy
- Handle objections
- Increase purpose-driven calls to achieve sales
- Build prospect database
Gregory is a very dynamic and entertaining speaker/trainer.
With more than 20 years in direct sales, he brings with him a
wealth of experience in the field of personal selling from
telephone prospecting techniques to face-to-face selling skills
that garner results.
Tel: 9241 4209 (Enquiries) Fax: 6884 7640 (Registration)
Email: Contact Benson
(Enquiries or Registration)

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Fees: $ 399 only-Include course notes, training certificate, refreshment
and sumptuous indigenous International buffet lunch at The Square @Furama
(Halal & Vegetarian meal provided)
Pay to Corporate Training Development
Mail: 25A ,Jalan Membina, #06-102, Singapore 162025