Tag Archives: Workshops

Telephone Sales Workshop

TELEPHONE SALES WORKSHOP

Quality and effectiveness of the sales manager often determines the success of the company as a whole, which creates a constant need to systematize, improve and develop the skills of sales staff. This training will enable participants will hold a coherent picture of the sales process by telephone with the possibility of adaptive changes depending on the context of practical use of making a phone a real source of profit. The method is based on a synthesis of sales practices, and psychological technologies and the real application of this approach in business.

Consultant: Chris Jackson.
Overview: to teach participants how to effectively sell over the phone and personal workflow.
Target Audience: Sales managers, Call-centers.
Location: Webinar
Onsite Training is available in the United States, Canada, UK by request

1. System
  • Structure of the organization of work in telephone sales
  • System laws in sales
  • Personal and professionalism factors influencing the sales process
  • The personal selling process: principles and practical tools
2. Technology
  • Work with the customer base: the formation, segmentation, update
  • Use software and other tools to automate and improve the quality of work with client
  • Quantitative and qualitative performance measures: the structure of personal records
  • Stages of the process of phone sales
  • Setting goals and objectives for each stage of
3. Toolbox
  • Communication by phone: Features, limitations and opportunities
  • Professional negotiation on the phone
  • Methods of psychological impact in a remote work with the client
  • Diagnosis of personality characteristics of the customer’s voice
  • Express method of development and impact of voice on the state of the interlocutor
  • Verbal and nonverbal control technology contact
  • Active listening and feedback in a telephone conversation
  • Speech Strategy influence
  • Effective work with resistance and objections to the customer
  • Methods of reasoning and persuasion
4. Practice
  • Preparation for sale: psychological, vocational, technical
  • Methods of entering the person make decisions affecting it.
  • Passage of secretarial and other barriers
  • First contact with the customer: Building business relationships
  • Formation of first impression and professional confidence in the credit
  • Appointment of a business meeting by telephone: different types of scenarios call
  • Scenarios conversation: primary, again, recommended a call, etc.
  • Orientation to the client: Questions elucidate and update requirements
  • Features of business writing: language, style, key phrases
  • The offer: structure, contents, methods, reports
  • Selling the benefits and advantages of a business proposal
  • Positioning of the proposals and methods of detuning from competitors
  • Commitment and record the agreements
Methods of work: lectures, interactive exercises, role playing, brainstorming.
EACH PARTICIPANT IS PROVIDED
– A set of teaching materials
– Copy of the book “Pick Up The Phone”.
COST OF PARTICIPATION IN TRAINING:
$129.95 USD Per Participant.
Seminar Time: 9.30am – 1.30pm
Early Registration Discount – 10% Discount

Registration: Please E-Mail: Seminar Registration.

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Workshops

WORKSHOPS

Training Workshops

Seminar Social Networking Dynamics
Dates: TBA.
Details: Introduction to the Social Network Mediums. Discover why more & more companies are using the Social Medium revolution to gain brand presence.
Location: Online Webinar
Duration: 5 hours
Cost: $79.95USD per person
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Seminar: Call Center Techniques, Sales Management, Client Retention
Dates: TBA
Details: Understand what strategy and strategic planning mean to a successful telemarketing campaign; Learn key concepts and the language used by prospects; Discover various approaches companies use to develop strategy; Techniques top telemarketing companies use to generate high revenues in a global recession; Identify specific ways you can contribute to your organization’s strategic success
Location: Online Webinar
Duration: 2 days, 5 hours each day
Cost: $159.95 USD per person
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Seminar:  Business Planning & Development
Date: TBA
Details: Basics strategic business planning; Formation of a basic business plan; What your business plan should NOT include; Writing a business plan that sells
Location: Online Webinar
Duration: 2 days, 5 hours each day
Cost: $159.95 USD per person

FAQ’s

Answers to the most common questions I receive online or by email about the service:

1. Do you work in our time zone?

Yes we can call into your country. If you are familiar with the phrase “follow the sun“, then no further explanation is necessary.

2. How can you help me?

We have worked the B2C/B2B/Corporate sector for 22 years, working with clients in the US, Canada, Australia, UK/Ireland, Dubai, Europe, Russia, Hong Kong. Not only do we have the experience in these arenas, but we have lived in the US, Europe and Australasia. Each country and target market is different, depending on whether you want to reach out to SME’s to A, B or C Level Executives.

3. Are the fees negotiable? Can you work on commission?

Fees are only negotiable for existing/established clients. As for taking on projects that are commission based, we don’t accept commission work.

4. Can you come to our workplace and train our staff?

Yes. Staff Training is subject to the fees listed HERE.

5. What if I want to cancel?

You can cancel the service at any time. However, if you cancel during the block/time ordered, any refund due will be subject to standard fees.

6. How do I know the leads are good?

Chris has been in this industry for 24 years, and he has generated over $500 million dollars for clients globally. His referrals listed speak for themselves.

7. Do you outsource the work to someone else?

If your project is on a large scale, then we work with local Freelancers in our network who are onboard to assist in generating leads. Otherwise, we do all the calling ourselves.

8. If I use your service, am I eligible to claim this on my tax?

Yes. Any fees you pay a consultant are eligible to be counted under “business expenses”, of which you can itemize and include when you lodge your tax return. If requested, I can submit a monthly invoice in PDF format for you to lodge with your accountant. If you have questions, ask your accountant.

9. Do you find your own leads or do we supply them?

We prefer that you supply the data. Otherwise, any data harvesting is subject to standard fees. Please note, that if you supply the data for me to use, then you can expect the results to be based on  the quality of the data. IE: If you give me a database that is over 6 months old, and some of the prospects have been spoken to before, and then when I call and find out that the prospect has never heard of you, or the prospect never worked at the company, then don’t expect miracles. A Telemarketer will only be as good as the data provided. Another words, don’t expect gold when digging through a pile of mud.

10. Where are you located?

We are based in Philippines but we spend our leisure time traveling between Australia/Philippines/ UK and Europe. We are avid travel-bugs. We travel every two or three years, and wherever we go, the Laptops come with us. So we work remotely from whatever country we are based in.

11. You also write Business Plans?

Yes. Chris has dealt with many businesses in the past 24 years that wanted advice on how to put together a Business Plan, from those seeking $10,000 Micro-loan through to those who sought $50 Million Venture Funding. Chris has written Business Plans that are simple through to complex plans that Venture Capitalists look for.

12. I am interested in starting a campaign. Can I have a conference call with you to discuss?

Sure.  Contact  us  for a FREE 15 minute consultation to discuss your requirements. However, if you want to talk about your campaign at length (or at your office), a standard fee applies. NOTE: If you would like me to come to your office for a consultation, a standard fee of $45 an hour applies, (plus travel costs).

13. I don’t have a script. Can you write one for us?

Yes. I can write a professional script. The fee for this is $100 AUD, complete with rebuttals

14. How can I be sure you provide the service I want and not run off with my money?

I have a lot of feedback, and the results speak for themselves. On this site you will find the highlights of what I have accomplished over the last several years, as well as client testimonials.

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FYI’s: Your Call Center Team (or individual) is your first line of attack. How the prospect sees you as a company comes down to how Knowledgeable & Professional the telemarketer is.

If you want Professionalism, you hire a professional to do the work. A Professional may cost more, but they also get the job done with no supervision.

For more details, contact me.

Seminars & Workshops

INFORMATION ON
SEMINARS AND WORKSHOPS

Boost your sales, leads and appointments on your outbound phone sales calls!

Ideal for SME’s, telemarketing professionals, call centers and sales people.

Seminar presentations on B2B telemarketing, telesales, customer retention, and related subjects for your national meetings and executive forums.

These seminars explain in detail how traditional techniques of “controlling the decision-maker’s thinking” do not work, leading to very few results and short customer-relationships WHILE actually creating a negative image of your company in those who refuse a contact.

The seminars includes how to design telemarketing scripts that sell and what to avoid in script development!

Seminar Topic Examples:

  • Trends – Modern trends in marketing. Social networking etc
  • Business Planning – A successful business needs proper planning. An in depth look at their business plan, whether they are a start-up business or want to look at effective changes
  • Recruiting – The best places to source top talent, recruiting on a budget.
  • Competitive Marketing – How does a business compete in the modern world?
  • Website Presence – A unique & dynamic web presence means a lot.
  • B2B Telemarketing – How to Find, Land, and Keep Customers
  • Phone Sales Techniques – Your callers are your first line of attack in any business, and how your callers come across to the customer is how the customer will see your business. You could have the greatest product on the market, but if you do not have the right people calling for you, your campaign will fail. How and what to do. Sound more professional on the telephone; Turn more inquiries into sales; Techniques to boost your appointments; Build rapport quickly with all callers; Handle every objection confidently and effectively; Overcome call reluctance and getting motivated

I undertake consultation assignments that involve setting up new activities for B2B companies and working closely with you to ensure that the recruitment, training, implementation and supervising of the project run smoothly until it becomes established and produces at a viable range and with prediction.

Cost

  • Webinar – $395 per person. Webinars run for approx 3 hours
  • Live Seminar – $895 per person. Live Seminars run for approx 6 hours. Includes Welcome Drinks and Executive Round Table Dinner
  • Private Consultations/Workshops at your workplace (worldwide) – 2000GBP a week plus travel/accommodation expenses.

Private Workshops at your location include all the Seminar Topics mentioned above.

Seminars includes Workbook, CD, and copy of “Pick Up The Phone“.