ProSkill Site Map   |   Contact Us   |   Security & Privacy Home Our Courses Totally Bespoke Training Inclusive Consultancy Inclusive Resources About Us Selling Skills - Prospecting Booking this course If you would like to talk to us about running this course, please contact us: Tel:  + 44 (0)1789 734343 or email us at admin@proskill.co.uk More telephone prospecting takes place today than ever before. To obtain qualified appointments needs greater skill. Overview Generating new sales leads is perhaps one of the most challenging selling skills. Prospecting includes all areas of lead generation such as mailing and telephone. Many salespeople who are good face-to-face are poor on the telephone. They rely heavily on non-verbal communication which is absent on the telephone. The compressed time on the telephone requires special skills to use this form of communication. There is increased competition for the attention of prospects. E-mails and letters have dramatically increased over the last decade. Special skills are required to improve our chances of success. Gaining access to high level prospects is difficult and requires a special approach. This practical and thought-provoking course provides the key skills to improve success in prospecting using the telephone and mailing. Who Should Attend All salespeople who do prospecting. Duration 1 Day Selling Skills (Prospecting) - Course Objectives Participants will learn: how to use mailers in conjunction with the telephone - this includes access to senior management to understand how to replace the Non-Verbal-Communication used in face-to-face situations the importance and elements of effective preparation the components of making an appointment in one phone call the components of making an appointment in two phone calls (Brochure, etc. on the first call and appointment on the second) how to handle objections - they will develop a personal style that does not sound like a parrot how to handle blockers such as receptionists, telephonists and secretaries Selling Skills (Prospecting) - Course Outline Mailers Structure Common Errors 180º Prospecting Style & Preparation Advantages of telephone prospecting Replacing Non-Verbal Communication on the telephone Preparing for an effective session The One-Stage Structure The component stages of a one-stage telephone call and the rationale Creating personal ‘approach’ & style Handling objections and reservations The Two-Stage Structure The component stages of a one-stage telephone call and the rationale Creating a personal ‘script’ & style Handling objections and reservations Handling Blockers Handling telephonists/receptionists Handling secretaries Finding the names of contacts   © ProSkill 2003-07 For more information please contact us on + 44 (0)1789 734343 Totally Bespoke Training >> Our Courses >> Customer Care >> Management >> Personal Effectiveness >> Sales   Advanced Selling Skills   Behaviour Management (Sales)   Business Management (Sales)   Creative Selling Skills   Demonstration Skills   Difficult People & Situations   Displacement Selling   Key Account Relationship   Key Opportunity - Management   Key Opportunity- Review   Negotiation Skill Training   Sales Behaviour Versatility & Transactional Analysis   Sales Presentations   Selling Skills   Getting Agreement   Indirect Selling   Presenting Benefits   Proposition Development   Prospecting   Sales Awareness   Sales Proposals   Sales Call   Sales Call & Enquiry   Sales Questioning   Telephone Selling