Increase signature rate

Pass through assistants

Create a favorable relational climate for a cordial talk.

Positive close: Buying agreement or a mutual progression

Sales person – Product manager.

Sales abilities

From 2 to 3 days, possible to be individually coached

Simple work methods & tools

Experience shared between participants

Studies of already encountered situations

Simulation and filmed role-plays

Self-evaluation form

Initial context : You already had an appointment with your prospect. You made a written proposal to your prospect. You expect a positive answer, or at least to make the sale going on.

Understand common follow-up calls-related mistakes.
Difficulties about follow-up calls : Will to sign too quickly, aggressive attitude, etc.

Attack strategies
Do you have to target the final decision-maker ? Need to consider the prospect’s decision network. - The Top-down approach – The Down-up approach – When call back – The interest of being punctually supported. Follow-up strategy tool: sale actions plan.

5 steps to write a phone storyboard
Capture – Know – Convince – Control objections – Close

Capture – first sentences
The catcher : How to briefly catch the talker’s attention? 
Techniques to possibly go through assistants
Practice: Creation of catchers and real-life working situations.

Know – How to prepare sale with questions?
Why raising questions? – Do we really have time for this ? A question: what do you think about our proposal ? Possible other questions
Practice : Prepare specific questions to your firm.

Convince – Build an impacting summary of your offer on the phone
EBCD method – (Expectation, Benefits, Characteristic, Demonstration)
Short testimonial
Learn to build a speech which highlights differences between all your offers : a competitive analysis tool
Practice: Build your specific tools - overviews

Counter - Integrating objections
Great an objection? – Technique to deal with objections over the phone
How to be sure there is no blocking objection? 
Practice: Build your specific tools - overviews

Close
How to get naturally a decisive answer from your talker ? 
Back-up plans : How to conclude flawlessly a phone call if the decision fails ?

Good follow-up calls attitudes
How to create a good climate to talk? – Your physical and mental attitude
Practice : Role-plays

Managing difficult situations 
Announce tactfully changes (lead-time – price – quality)
Practice : Call Simulations.

Manage your stress 
Anti-stress techniques - Practice: Role-plays.

Setting up a personal action plan
Self-analysis and diagnosis: strong/perfectible points. Improvement objectives.