Telephone acquisition and sales

The participants will gain new customers by professional telephoning and will care for the relation to regular customers. By self-motivation and target-orientated preparation of a talk, you will be able to qualify a customer quickly with regard to need and competence to decide. The sales guideline will safely lead you through the sales talk.

Preparation and structure of acquisition and sales talks
Systematic selection of target groups, reducing one's own obstacles and scruples, phrases to start a conversation, clever use of communication techniques, recognizing the customer's way of speaking and peculiarities, characteristics of special telephone rhetoric

Leading sales talks
Active listening, handling different types of customers, receiving and answering objections, recognizing and promoting the customer's motivation, mastering difficult situations of a talk, making an appointment

Subsequent work and evaluation of telephone calls
Evaluation of talks, memos of talks, probing a bit deeper in sales calls , follow-up