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    Event Profile
    Class/
    Online
    Classroom
    Date March 05, 2019
    Time 9:00am to 5:00pm
    Venue Mandarin Orchard Singapore
    333 Orchard Road
    Singapore 238867
    Fee
    7% GST will apply
    SGD 480.00
    3 & above: SGD450.00 each
    For Member
    SGD 456
    3 & above: SGD427.5 each
    NoteTwo tea breaks and buffet lunch will be served. Limited complimentary car parking coupons are available upon request.
    Trainer
    Activity
    Practical Tips & Strategies for Effective Tele-Prospecting & Cold Calling

    Having an online presence for your company’s product offerings may give you a wider reach but sometimes it may not be as effective enough to bring in the required sales. The next best (and most cost effective method besides expensive advertising fees) solution is to reach potential customers by speaking to them directly over the telephone. How do you start the conversation with them? How do you get them interested enough to listen? What are the things should you be saying? Should you be selling to them?

    In this enlightening and interesting 1-day workshop, participants will discover & learn how to reach potential customers over the telephone and engage them in a meangingful conversation, interesting enough for them to want to find out more about your product offerings as well as what you should or should not be saying to them.
    Objective
    At the end of this workshop, participants will:
    • Learn to "think out of box"
    • Be able to manage the different scenarios in a cold-call situation
    • Use high gain questions to get high value information
    • Understand the different listening levels
    • Learn to anticipate, handle & manage the different types of objections that may arise during a call
    • Be able to get past gatekeepers to reach the intended person
    • Learn to control the conversation
    • Be able to secure that appointment
    Outline
    • Clear speaking techniques
      What are the qualities needed that makes having a good telephone personality & clear speaking techniques

    • Managing a positive customer perception
      It’s not "what" you say, but "how" you say it that affects customer perceptions; be care of statements that might affect the way your customer perceives your company

    • Listening skills
      In-and-out listening; literal listening; empathetic listening - what are the differences & its effects

    • The "30-second" telephone rule
      The first and last 30-seconds are the most crucial in any tele-prospecting & cold calls.

    • Getting past gatekeepers
      Tips on getting past receptionists & on getting the necessary information you require

    • Questioning techniques
      High gain questions that give you high value information - what are high gain questions & how to ask them

    • Handling & responding to objections
      What are the 4 main types of objections & how to manage them

    • Features and benefits
      The difference between a feature & a benefit & how to link the two in a call
    Who should attend
    This fun & interesting workshop is highly recommended & suitable for all telemarketers & sales persons who need to canvass for new leads, getting appointments, creating awareness in their product offerings or simply to get a sale through the telephone.
    Methodology
    This session includes group discussions, videos & role-plays.
    Testimonial
    There are much more to be learnt in this course. Trainer shared much of his personal experience, it is a very good way of teaching.
    Heraeus Materials Singapore Pte Ltd

    I learned things I can apply at work, the workshop is excellent and the trainer is excellent too.
    UNIWELD PRODUCTS (USA) PTE LTD

    Will update with sales leads. Great help & confidence booster for me. Simple & easy to absorb. Fun & straight to the point. Very experienced, was great to learn from his personal experiences.
    Carlton Hotel (Singapore) Pte Ltd
    Gregory Chua's Profile
    Gregory is a very dynamic and entertaining trainer/speaker. With more than 20 years in direct sales, he brings with him a wealth of experience in the field of personal selling - from telephone prospecting techniques to face-to-face selling skills that garner results.

    Gaining his experience from marketing office security and medical equipment, Gregory spent 13 years in a local leading business and credit information service provider.

    As a Senior Account Manager, he was tasked with marketing the group's services ranging from business/credit information to debt recovery and account receivables management. Besides holding the highest sales record in the company & being responsible for growing the customer portfolio, he also provided regular training sessions to the sales team on the professional & finer art of selling as well as debt recovery techniques to collection officers in the group of companies.

    Apart from being the official in-house trainer, Gregory has also conducted many external seminars and workshops to participants from the Government ministries and statutory boards, Multi-National Corporations as well as Small & Medium-sized Enterprises. Some of these include Ernst & Young, BP Singapore, ExxonMobil Asia Pacific, NTUC Income, Hong Leong Asia, Hong Leong Finance, Singapura Finance, Epson Singapore, Chubb Singapore, Tuas Power, Societe Generale, Gleneagles Hospital, National Cancer Centre, National Heart Centre, National University Hospital, J.V. Fitness (California Fitness Centre), Starhub Ltd, Pacific Internet, Tenet Insurance, QBE Insurance (Intl), Maybank, OCBC Bank, HSBC, RHB Bank, ECICS Ltd, Cycle & Carriage Industries & many others.

    Gregory was also a trainer for the Singapore Association of Credit Management (SACM) on the certification program "Collections Best Practice."

    Gregory believes in the principle of giving only the best of oneself & never shortchanging the company & customers. His motto: "Where knowledge is.....your greatest asset"
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