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Effective Telemarketing & Cold-Calling Techniques
The telephone is just one part of the communication process used to create awareness of one’s products or services. The other part lies in "how" we communicate with the other party. Effective communication skills in telemarketing & cold-calling will ultimately result in whether you secure that appointment or sale, or lose out to your competitors.
Objective
At the end of this workshop, participants will discover & learn proven & effective techniques to:
- Manage the different scenarios in a cold-call situation
- Use high gain questions to get high value information
- Make use of effective listening
- Handle & manage the different types of objections
- Get past gatekeepers to reach the decision maker
- Control the conversation
- Be able to secure that appointment or sale
Outline
- Clear speaking techniques
- Qualities of a good telephone voice & clear speaking techniques - Managing positive customer perception
- How do you manage a customer’s positive perception of your company - Listening Skills
- In-and-Out listening, literal listening, empathetic listening - The "30-seconds" telephone rule
- The first 30 seconds & the last 30 seconds are the most important in the call - Getting past gatekeepers
- Tips on dealing with & getting past gatekeepers - Main points in tele-prospecting
- The important points in tele-prospecting - Questioning techniques
- A new questioning technique - high gain questions - Handling & responding to objections
- Focus on the different steps in handling and responding to the various types of objections that a telemarketer might face - Features & benefits
- How to differentiate between features and benefits as well as how to link the two
Who should attend
This workshop is highly recommended & suitable for all sales persons & especially those who have to use the telephone to gain information, source for prospects or to secure appointments for their products or services.
Testimonials
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
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
Particular of Gregory Chua
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"
