Sales planning
The 5 truths to become a successful salesperson
How to talk about the same product in three different ways
10 tips for self-training in sales
The sales generator
Ethics in sales
Need is opportunity
The language that sells
The language that unsells
The behavior that sells
The only issue is price
Goals and controls
Self-challenge
The salesperson’s profile
Do you want to get rich?
Support Materials:
Essential knowledge for sales professionals
The sales decalogue
Communication with the client
Most common communication problems
Know how to sell – Emotion surpasses reason
Don’t sell: help the customer buy!
“Yes, sir…” “At your service…” “May I help you?”
How to facilitate the customer’s “yes”
Attending to those in a hurry
I have loyal customers
Critical and skeptical customers
Dominant and aggressive customers
Indecisive customers
Bargaining customers
Dial right to profit
Support Materials:
The three steps of a true service professional
Posture
Eye contact
Approach – Action radius
Personal space invasion
The smile
Meeting the client halfway
First impression
Personal presentation
Warm greeting
Tone of voice
Active listening
Agility
Warmth in service
Service blunders
Proper posture
Using clichés
Final impressions
Moments of truth
Phone image
Psychological aspects: empathy and perception
Inner state
Engagement
Service professional challenges
Angry customer
Complaints
Delighting the client
Extra effort
Autonomy
I – Introduction
Selling by Phone
The Phone as a Sales Force
Speed of penetration
Coverage
Immediate measurement
Visit supplementation
Advantages of selling by phone
To sell over the phone
II – How to Sell by Phone
How to use the phone effectively
Speaking well on the phone
Listening well on the phone
Whom to call
When to call
What to say
Call strategy
Post-call control
Note everything agreed upon
Ensure agreements are fulfilled
Do the follow-up
III – Structure Setup
How to set up the sales structure
Choosing the location
Choosing equipment
Support material
IV – Phone Service
Principle of Attitude
Principle of Attention
Principle of Action
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