The Professional Tele-Selling program is designed to improve overall organizational selling skills by transforming the inside sales culture from a tactical/reactive to strategic/proactive environment. This approach results in a competitive advantage in the marketplace that drives top line revenue, overall margins, customer loyalty and consistently influences demand.

Objectives:

• Develop an effective pre-call plan that will become the foundation of most outbound calls
• Create an initial standard voice mail message that creates interest and generates positive awareness, response and call backs
• Develop awareness of insightful listening including the key things that can be applied immediately to improve and positively influence the way customers perceive the Sales Professional
• Apply a questioning model to help pre-plan insightful, thought provoking questions that develops a deeper understanding into the customer’s business and creates a collaborative dialogue

What Sales Professionals Learn:

Preparing

• Change and Decision-Making
• Pre-call Planning

Probing

• Insightful Questioning – Perspectives
• Insightful Questioning – Building Trust
• Insightful Questioning – Compelling GAP

Proposing

• Connecting & Closing
• Implementation Plan

Delivery

Professional Tele-Selling is a half day workshop conducted on site followed by four weeks of team coaching for the Sales Professional and one-on-one coaching with the Sales Manager.

Summary

Organizations will develop a set of coaching and communication competencies that creates trusted advisor relationships. More meaningful relationships enable the creation of higher: demand, margins, loyalty, and penetration per customer.