elesales Rep College
Agenda of Topics
Your Pre-Call Planning
* Three questions to ask yourself which define why people really
buy from you.
* What to do before your calls to ensure you’re never rejected again.
* The ACTION Sales Model: using it to help you move prospects/customers closer
to the sale on every contact.
* How to set specific objectives that guide you on the successful call (along
“Sounding” for Success
* How to sound the way you want to “look” over the phone.
* What to do to avoid annoying “uhh” habits.
* Using the right words and phrases that put them in a buying frame of mind—and
what to avoid that immediately turns them off.
* How to identify not just the buyer, but all the key people involved in
influencing what you sell.
* Secrets of collecting valuable information before you reach your decision
* How to get screeners on your side in helping you sell to the boss (this
contradicts what many “experts” say, but it works).
* Don’t be annoyed by voice mail again; use it to pave the way for your next
* What NOT to say to screeners (and on voice mail) which is sure to categorize
you as a “typical time-wasting salesperson.”
* Word-for-word examples of interest-creating messages.
Opening Statements That Create Interest—Not
* What to never say during the first 30 seconds of the
* Proven formulas, templates, and word-for-word examples of prospecting, account
management, follow-up, and inactive account opening statements to use as-is or
"Art presents his techniques in a
casual setting that allows creativity and dialogue, without putting you on the
spot. His techniques for the all important opening are terrific! They gave me
the ability to get to decision makers and close the sale. Take this class if
you want to haveyour best year yet!"
Barry Renstrom, MeadWestVaco
Helping People Buy Through Questioning
* How to plan the questioning strategy that will help them want to hear what you
* Why many of your “benefits” might be liabilities, and how to use the “Question
Generator” to create questions, which will help you present only the benefits
they’re interested in.
* There are such things as dumb questions in sales; what they are, and how to
Listening: Much More Important
* The one word that can help you become an exceptional listener.
* The two points where you should pause in the communications process, and the
five benefits to you of doing so.
* How to talk less during a presentation—and sell more.
* How to ensure you’re only talking about what they’re interested in.
* The four-step process for presenting exactly what they want to hear in order
* How to minimize price and maximize value.
Asking For, and Getting
* How to move every call forward with commitments.
* Specific commitment questions you can use and modify.
* When asking for commitment is pushy, when it’s not.
* How to ask for larger sales, more often, successfully, with more confidence!
Answering Problems and Questions
* Why objections are feared by most people—except by you after this module.
* How to do the “Objection Autopsy” so you can comfortably and confidently
address every objection you hear.
* Why people will never change their mind with typical salesy scripted objection
rebuttals, and how you can get them to first doubt their beliefs behind their
* How to deal with objections in a conversational, non-adversarial way.
What Do You Say on the Next Call?
* How to set up your next contact so you have something more intelligent to say
than, “Well, didja get the material I sent?” and, “Any questions?”
* Getting prospects and customers to do homework to ensure they're committed.
* How to ensure they actually read the information and evaluate the samples you
* Setting real phone appointments that they are serious about.
Beating Call Reluctance and
How to remove self-imposed limitations, and set and stay committed to your goals
Seven keys to minimizing feelings of rejection
Six ideas for building self-confidence
College Date and Location
Registration Information for the Telesales Rep College
Telesales Rep College Home Page