-
Introduction - a definition of telemarketing, the out-bound call.
-
A look at what service external clients demand and examples of bad
service that internal and external clients could experience from your
division and a candid look at what is presently stopping you from always
capitalising on contacts with prospects or clients.
-
Dynamic vocabulary and techniques that will ensure that clients or
prospects feel that they are receiving service excellence during every
telephone encounter with you.
-
How to use a positive and motivated voice tone at all times.
-
How to reach the decision-maker as quickly as possible during an
out-bound call.
-
What sales techniques are you using and what skills will increase
your closing rate?
-
How to concentrate on providing
personalised benefits rather than
features.
-
How to prospect and obtain referrals for possible new prospects in a
positive way.
-
How to quickly build a positive relationship with clients or
prospects on the telephone.
-
Why it is essential to keep effective records of all contacts, how
to format these records in such a way that your colleagues can easily access
the information when necessary and why is it necessary to practice
communication skills and monitor your performance to ensure that you are
utilising the most productive techniques during every conversation.
-
Why it is essential for you to keep a clearly defined objective in
mind at all times.
-
Effective questions to build into your sales presentation so that
you can quickly establish the prospect's needs, guide the prospect closer to
a commitment and probe effectively.
-
How to keep your presentation short and concise and suited to your
personality.
-
How to ask for the commitment without fearing rejections and
objections.
-
How to set realistic sales goals and also set realistic goals for
how much time you must spend on telephoning to reach your sales goals.
-
What to do if you are not able to obtain a commitment during the
initial call.
-
How to plan what approach you are going to use for each telephone
call. In other words, how to think up an angle or "a handle to open the
door into the prospect's world".
-
Elements essential in designing and presenting a successful
telemarketing script.
-
Dealing with objections.
-
Some examples of service excellence and sales orientated techniques
that you can offer to both your internal and external clients during the new
millennium.
-
Tips that will assist you to remain self-motivated even on less
successful days.
-
A strategy for you to implement to eliminate the factors that are
preventing you from being as effective as you can be in your work and a
strategy to ensure that your skills measure up to the high standard that is
demanded in your industry.
