Anatomy of a Sales Call: Four Steps to Successful Selling
Whether your calls are purely sales or order-taking opportunities or a potential sale at the end of a service or technical support transaction, there are still just four general components of a call. In this seminar, we’ll explore the four components of a sales call and what to say and do at each stage to best support the customer and make the sale. Learn how to make the most of the Engagement stage in the first few moments of a call and progress through a successful Discovery process. Once customer needs have been identified, learn how to present a Solution that is all about the customer and reach a Commitment that is a win-win scenario for the center and the customer.
Seminar attendees will learn to:
- Identify the various types of sales opportunities and how they’re similar.
- Identify strategies to develop trust, confidence, and rapport in the Engagement stage.
- Outline questioning techniques and sharpen listening skills for the Discovery process.
- Position the Solution in a positive way from the customer’s perspective.
- Reach the Commitment level of the call and close the sale successfully.
Facilitated by: Giles Potter, Director, Great Outcomes
Giles is a speaker, author and experienced Consultant, who has been providing training and development guidance for over 11 years, after holding senior roles in the financial services industry. As a Consultant, Giles has worked with Executive leaders in many of New Zealand’s government agencies and multinational corporations.
Access to web seminars in the Masters Series is provided via an Internet connection and a separate audio (telephone) connection. Two days prior to each seminar, you will receive email access instructions for the web portion and the telephone number to call.
Web Seminar Cost : $375.00 + GST (first connection)
The cost of your first connection is $375. An unlimited number of students may attend via a single web/audio connection. Additional connections for the same seminar are available for $175 for each additional connection.
Attend the nine core sessions in the Frontline Fundamentals Track and take the Mastery Exam to earn certification. Students achieving 80% or higher score on the exam will receive certification from The Call Centre School. The certification processing fee per student is $35 for web seminar attendees; there is no certification charge for classroom participants.