Sales competency development
Looking for the cream of the crop sales professionals? Sometimes, they can be sitting right under your nose. TSR offers a wide array of sales training programs to give your existing sales force the development and management skills they need to be successful.
  TSR Training Services
Introduction to Process Selling & Role Play
Telephone Sales Skills - New Client Development
Selling Professional Services
Building the Salesperson Personal Action Plan
Enterprise Network Sales
Sales Certification and Product Launches
TSR Sales Academy
New Client Development: Telephone Skills for Selling IT Solutions
In today's market, it is no longer possible to rely on referrals alone as a source of new business development. In any case, many of the quality customers are already using a competitor.  IT sales professionals must learn to use the telephone effectively to augment their business activity. If you and your staff were like most people, you would rather do anything than make a cold call. This lack of confidence is indicative of a lack of training, which can create a powerful resistance to calling prospective customers. 

In just one day, our Telephone Skills workshop teaches your inside sales staff how to effectively use the telephone to secure new opportunities with prospective customers. Participants will learn: 

  • The best sources for developing targeted prospect lists
  • How to pre-screen companies to make sure they fit your target market
  • How to ask for referrals and get them
  • How to make the gatekeeper your ally in reaching the decision maker
  • How to overcome objections such as "I'm happy with my current provider," "Send me some information," and "Your prices are not competitive"
  • How to stay in control of the conversation and get the sale
  • Why selling appointments is more than a numbers game
  • How to multiply your prospecting effectiveness after each call by blueprinting the process

Total workshop time is between 3-4 hours.

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