Telephone Prospecting – Move Indifference to Curiosity to Interest

• Shift a prospects indifference to curiosity to interest
• Examine the planing and attitudinal qualities necessary to implement effective telephone skills
• Increase appointments by 50%
• Develop an effective USP (Unique Selling Proposition)
• Handle objections
• Increase your success ratio by 20% in converting prospects to clients
• Manage voice mail
• Handle the customer who invites you to “state your pitch”

THE APPROACH

Most people put telephone prospecting somewhere in between death and taxes - something to be feared and if at all possible avoided. The fact is that telephone prospecting is not easy. Why is telephone prospecting so intimidating? No system! This seminar will provide you with a unique prospecting system that works. With the correct approach coupled with persistence and confidence you will get your first appointment with a prospect. This program will be hands-on to provide you with simple tools you can utilize to increase your confirmed appointments by getting through to the right people. It will maximize the participant’s ability to make the most effective use of this important sales tool, the telephone

PART I Pre-course Analysis

Through one-on-one consultation, Spectrum identifies the learning objectives prior to the seminar. It is important for the facilitator to appreciate participant’s needs and prospecting challenges in order to tailor the seminar.

PART II Telephone Prospecting Seminar

This half-day program fosters the confidence necessary to effectively manage the dialogue to make that first appointment with a new prospect.

Planning & Preparation:
Planning is the most often overlooked and yet it is the cornerstone for effective Telephone Prospecting. Planning both the physical environment as well as the mental environment is essential

• Pre-call planning and Telephone agenda
• Reduce Telephone Tension
• Introduce the 5 P’s of planning
• Set Goals
• 60/40 Rule

Generating Leads: Prospecting is the backbone to a successful business. Techniques for finding qualified leads are identified. Where and how to get leads is essential in Telephone Prospecting

Moving Indifference to Curiosity to Interest: We introduce the importance of a powerful well-developed script. We dissect what you “must have” in your script to differentiate yourself from the competitor. We keep it simple, practical to commit it to memory. Participants will walk away from the course, with their own individualized industry specific script.

Part III Follow Up
Spectrum will follow up with management and/or participants to discuss feedback from session. Participant evaluation forms are available for review

INVESTMENT:

$300.00 + GST per person.
Recommended group size is 10 - 20 participants

SCHEDULED OPEN SESSIONS:

Calgary, Alberta:
January 26, 2006

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