Lead Generation and Qualification // Sales Fresh Solutions for a Changing World © JMReid Group Philadelphia Chicago (856) 397 6157 By the end of this workshop participants will be able to: OVERVIEW This four-hour program is designed to equip sales professionals to improve lead quality and quantity. Welcome • Introduction, learning objectives Telephone Selling • Challenges • What works Connecting • Rapport • Acknowledgement • Empathy Presence • Energy, tone and conviction • Business vs. casual language Call Preparation • Customer Value Proposition • Crafting “I/You/We Messages” Dealing with Resistance • Types of resistance • Resistance model • Application (practice) Build Trust • RATER qualities • Great hand-offs Workshop Close PROGRAM FLOW: KEY CONTENT AREAS • Identify the key challenges with telephone selling • Describe various strategies to connect more effectively on the phone • Leverage tone, energy and conviction in order to establish presence • Craft meaningful customer value propositions in order to gain and maintain interest • Assess the various objections and resistance that prospects can present and the appropriate sales response • Build trust through the call, in order to ensure a smooth handoff to field sales
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Lead Generation and Qualification // Sales
Fresh Solutions for a Changing World © JMReid Group Philadelphia Chicago (856) 397 6157
By the end of this workshop participants will be able to:
OVERVIEW This four-hour program is designed to equip sales professionals to improve lead quality and quantity.
Welcome • Introduction, learning objectives
Telephone Selling • Challenges • What works
Connecting • Rapport • Acknowledgement • Empathy
Presence • Energy, tone and conviction • Business vs. casual language Call Preparation • Customer Value Proposition • Crafting “I/You/We Messages” Dealing with Resistance • Types of resistance • Resistance model • Application (practice)
Build Trust • RATER qualities • Great hand-offs Workshop Close
PROGRAM FLOW: KEY CONTENT AREAS
• Identify the key challenges with telephone selling
• Describe various strategies to connect more effectively on the phone
• Leverage tone, energy and conviction in order to establish presence
• Craft meaningful customer value propositions in order to gain and maintain interest
• Assess the various objections and resistance that prospects can present and the appropriate sales response
• Build trust through the call, in order to ensure a smooth handoff to field sales
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