Aim

The aim of this module is to provide delegates with a basic structure and the key skills needed for making effective new business calls over the phone.

Objectives

During this module participants will have the opportunity to…

• discuss what makes a good and bad sales person
• consider their current sales skills
• consider the buying psychology of their potential customers
• identify the steps in a sales structure
• identify what to plan and prepare before making a new business call
• identify the key skills needed to make an effective sales call including:
  • sourcing new leads
  • opening the call to gain make an impact and gain interest
  • questioning technique to understand the client’s needs
  • listening skills
  • selling the benefits of the company’s service
  • handling objections from new clients
  • closing to gain commitment
• practise all of the above skills

The event will be participative with a variety of training aids used to cater for the differing learning styles likely to be present in the group. To ensure the opportunity to learn is maximised roleplays will be used. Respecting the need for confidentiality delegates are invited to share their experiences in this area and to ask questions at any time.