After completing this program, your sales team will be able to:

• Gain the skills and confidence to expertly handle both outbound and inbound calls to create a positive sales interaction
• Quickly create connections and build trust with customers – using a consultative approach
• Build stronger, longer-lasting customer relationships by adding value to the sales interaction
• Achieve the coveted status of “Trusted Advisor” and exceed customer expectations
• Win more business by quickly uncovering what is most important to the customer and persuasively presenting the right solution(s)
• Reduce and overcome objections from customers by adopting a proven approach

Program objectives include:

• Determine the difference between a typical sales professional and a “Trusted Advisor”
• Confidently open sales calls, create rapport, engage the customer, and set a positive tone for the sales interaction
• Utilize a focused questioning methodology to thoroughly uncover customer needs and dig deeper in the sales discussion
• Demonstrate effective vocal presence and utilize active listening skills to maintain customer engagement over the phone
• Present solutions specifically tailored to customer needs – using a three-step framework to increase customer buy-in
• Use a four-step closing process that leverages the momentum of the sales interaction to seamlessly move the process forward and win the sale
• Handle objections using a four-step methodology designed to uncover and address the customer’s true concern while maintaining trust and credibility as a “Trusted Advisor”