Making the Connection: Engaging and Closing Sales over the Phone

This Webcast was recorded on September 17, 2008.

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Download slides of Making the Connection(PDF)

Maximizing Your Return on Every Phone Call

Selling is a different game today. Efficiency and speed are the name of the game.

Today, the telephone has become an increasingly important sales tool that can maximize your reach by minimizing the face-to-face meetings. The telephone is a powerful sales tool. But it needs to be used correctly to be effective.

Are your phone skills up to par?

Using the telephone effectively requires a specific set of skills and techniques, such as:

• How do you build relationships with people whom you never meet in person?
• What do you do to make your conviction and customer commitment emerge dynamically from the impersonal telephone?
• How do you understand listener reactions while you converse?

What You Will Learn:

This Webcast will provide you with practical strategies and techniques to boost your mastery of selling over the telephone, including:

• Using consultative selling skills tailored to the telephone-based selling environment
• How to build relationships quickly with people you may never meet
• Tips for leaving voicemail messages that generate return calls
• Advice for working with gatekeepers to reach decision makers
• Ways to engage customers over the phone quickly while maintaining their interest
• Recognizing subtle buying signals over the phone
• Tips on when and how to close using only the phone

In addition you’ll discover how to plan your workday for greater efficiency and effectiveness—using the phone to get more done in a single day.

About the Presenter:

Renee P. Walkup is a sales motivational speaker and expert on persuasive communication who has influenced thousands of professionals at companies including: CNN, The Coca-Cola Company, Panasonic, ING Financial, Charles Schwab & Co., AT&T, Pearson Education, BP Solar, LaFarge, Lehman Brothers, Hewlett Packard, and Nestle USA. Walkup is a prolific author and has written or contributed to seven business books. His most recent book, Selling To Anyone Over The Phone is a business best seller with over 20,000 copies sold.

For additional training, consider taking these AMA seminars:

• Successful Telephone Selling Techniques (#5516)
• Selling Your Competitive Advantage (#5102)
• Principles of Professional Selling (#5520)
• Selling to Major Accounts: A Strategic Approach (#5235)

For more information on this process, get the book!

• Selling to Anyone Over the Phone, by Renee P. Walkup and Sandra McKee
• Successful Cold Call Selling, 2nd Edition, by Lee Boylan
• Get Clients Now! 2nd Edition, by C.J. Hayden
• Knock Your Socks Off Prospecting, by William “Skip” Miller and Ron Zemke