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Building Selling Relationships on the Telephone

The Successful Telephone Appointment Making Criteria.

  • Understanding why its important to have the right attitude, beliefs and mind set about telephone calling.
  • Identify your current beliefs and conditioning about making cold telephone calls.

The Art of Communication.

  • Human communication techniques.
  • How communication differs on the telephone compared to face to face.

The Telephone Sales Process.

  • Overcoming the barriers.
  • Making a first impression - The Horn and Halo effect.
  • Building rapport and making friends.
  • What stops us listening on the telephone?
  • Asking the right questions.
  • Identifying the features and benefits of your products and services.