OBJECTIVES
Master the methods and attitudes of making appointments
Build a coherent argument with the objective
PUBLIC
Customer manager, commercial assistant (s), sales representative responsible for the follow-up and development of a customer portfolio
PROGRAM
The call plan
Preparing the call
The synopsis of making an appointment
The catchphrase
Introduce yourself and identify your contact
Common objections and reactions
Crossing dams
Deal with objections
Prepare for reactions and questions
Making appointments
Raise interest
To propose the appointment (alternative, unique, of principle)
Conclude the call
Conclude the interview on getting the appointment
Confirm appointment data
After the call
Summarize the call
Reflections on the exchange with the client
Establishment of an action plan to improve its practices
EDUCATIONAL TOOLS
Presentations
Role play - Practical cases
Good to know
DURATION
1 day
Organizer
Reval
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