Professional Selling Over the Phone Prospecting

Training Provided by 123-CBT Computer Based Training Professional Selling Over the Phone: Prospecting offers the student examples of sources for finding telesales prospects and information to leave on prospects' voice mail. The program provides a process for maintaining a positive attitude and identifies the components of the soft sell. In addition, the program offers the student guidelines for building and maintaining relationships with prospects.

Learn To

• Choose information you should leave on a prospect a a s voice mail.
  
• Select the guidelines for building business relationships with prospects.
  
• Select the guidelines for maintaining relationships with prospects.
  
• Follow the guidelines for building business relationships with prospects.
  
• Follow the guidelines for maintaining relationships with prospects.
  
• Identify ways to overcome negative experiences.
  
• Follow the process for maintaining a positive attitude.

Audience

The target audience for this series is Inside and Outside Sales Representatives, Sales Managers, Account Managers and Customer Services Representatives that use the phone in any part of the sales cycle.

Deployment Options

e-Learning

Accreditation

NASBA credits: 3 CPE Credits

CEU credits: 0.30 CEUs

Language Options

US English

Total Learning Time

2 to 4 hours

Objectives

Unit 1: Generating Telesales Prospects (0.5 - 1 hour)

• Identify methods of finding telesales prospects.
  
• Choose information you should leave on a prospect a a s voice mail.
  
• Simulation Overview:
  
• In this simulation, you are a candidate for on open Sales position, and you are meeting with Roger McAlister, Icon a a s Director of Sales, to discuss ways of generating telesales prospects. As the final element of your interviewing process, Ron will be testing your knowledge of both finding telesales prospects and the appropriate information to leave on a prospect a a s voice mail. If you successfully evaluate the questions and scenarios he presents, there is a good chance that he will hire you on as a Sales Associate.

Unit 2: Interacting With Prospects (0.5 - 1 hour)

.
• Select the guidelines for working with screeners to reach prospects.
  
• Select the guidelines for building business relationships with prospects.
  
• Select the guidelines for maintaining relationships with prospects.
  
• Follow the guidelines for building business relationships with prospects.
  
• Follow the guidelines for maintaining relationships with prospects.
  
• Simulation Overview:
  
• In this simulation, you will be calling Ron Spear, the Purchasing Manager for Technology Systems, Inc. (TSI), to begin laying the groundwork of a business relationship. TSI is a fast-growing company with rapidly-expanding technology demands, and as such, is an excellent prospect for Icon. In your interaction with Ron, it is your responsibility to follow the guidelines for creating and maintaining business relationships with prospects.

Unit 3: Cold Call Strategies (1 - 2 hours)

• This is primarily online training This is an online eLearning or CBT training program This program may be available on CD Contact 123-CBT Computer Based Training for more information

  Training Presented in: English

  Click here for more information or to take this course

Professional Selling Over the Phone Prospecting --

About The Training Provider: 123-CBT Computer Based Training

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