
For Info
Call:
613-591-1998
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“Jim, I wanted
to shoot you a quick e-mail saying thank you for the
early kick in the paints with your
training. Just a little highlight! I ended up the year
at 117% of my overall plan, amongst a very small list of
reps in the company. Your methodologies and strategies
have help as they have allowed me to get that first “in”
with many of my now high profile clients.”
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Amol Sharma
Account Manager
Softchoice Corporation |
“Jim’s use of the ‘humble
approach’ opening statement for prospecting helped me
get in the door of a corporation where I landed a
million dollar account! The material he delivers is
incredible and it works!”
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Brian Condie
Sales Representative
BMO Nesbit Burns
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“Jim, here’s an e-mail I got from a prospect that I have been trying to penetrate for months. I took your advice about the dimensional mailer which I sent not long ago. Here’s what my prospect wrote: ‘You are a class act. Just received your ‘doggie goodie basket.’ I must say it go my attention...’”
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Laura Dominguez
Sales Account Manager
Tape on Line
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“Jim Domanski has presented his “Becoming an Outbound Telephone Pro” workshop for the Canadian Professional Sales Association (CPSA) for several years. The evaluations submitted by attendees of his workshop consistently receive “excellent” for Jim’s knowledge of subject matter and communications skills as well as for course content.”
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Carol Helston
Manager Professional Development
Canadian Professional Sales Association |
“Before we began our AOS program we averaged less than $500/month in additional sales. A month later we tripled that number. The next month we increased sales 6 –fold! The process was simple to implement and easy to coach!”
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Elisa Way
Marketing Manager
Amtelecom
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““Jim’s coaching workshop pulled no punches. It provided us with a practical and easy approach for implementing the process with your reps. The results have been nothing short of remarkable. Sales began improving within a month after implementing the program.”
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Jean-Pierre Pelchat
Sales Manager
Multi-Chem
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Training
Workshops and Programs
Teleconcepts offers a full range of tele-sales workshops and
training programs that can be customized to your specific needs.
Our focus in all of these programs is to measurably improve the
selling skills of each of the participants. In fact we guarantee it!
Whether you have junior tele-sales reps or a seasoned staff of pros,
we have a program that will take their selling to the next level.
Below you will find six core telephone sales programs targeted to
inside tele-sales reps, inside order takers, tele-sales managers AND
field sales reps that use the telephone to qualify leads and set
appointments. Click on any program for complete details:
I. Profiting by Phone:
No Nonsense Skills and Techniques for Selling by Telephone
II. Mindshare:
How to Use the Telephone to Generate, Nurture, Manage and
Convert Leads
III. Fear the Phone and Dial It Anyway:
Telephone Techniques for Field Sales Reps
IV. Tele-Account Management:
How to Manage and Sell More to Existing Accounts
V. Add On Selling:
How to Leverage and Squeeze Every Ounce of Potential from Every
Call You Make or Take
VI. The Tele-Sales Coach:
How to Turn Ordinary Sales Reps in Extraordinary Sales Reps
I.
Profiting by Phone:
No Nonsense Skills and Techniques for Selling by Telephone
Are you looking for a selling program that focuses exclusively on
the telephone strategies and techniques?
“Profiting by Phone” is the most comprehensive telephone based
training in the US and Canada. The purpose of this extensive
workshop is to measurably increase the sales success of your inside
tele-sales team. Nothing more, nothing less.
Focusing on the B to B market, the Profiting by Phone is
practical and comprehensive yet easy to learn, implement and master.
Using a consultative, questions based approach to selling over the
telephone your reps will learn how to professionally SELL more of
your products in less time.
Here is some of what you will learn:
- The telephone as a sales medium:
how it differs from face to face selling and how to leverage its
strengths and minimize its weaknesses
- How to prepare your day for
maximum effectiveness including the concepts of “Block Time”,
“Prime Time Calling”, “The Master Cycle List” and the “Power
Hour Concept”
- Gathering information: The 2
most powerful and effective methods of gathering information
about your prospects
- How to thoroughly and completely
plan your tele-sales call using a “pre-call planning guide”
- 4 Strategies for winning the war
against voice mail including bypassing “call display” and
templates for voice mail messages
- The only 3 Strategies you’ll
need for dealing with and getting past gatekeepers
- The most effective opening
statement in the world! (I am not kidding)
- Crafting powerful follow up
calls that differentiate you from the competition
- How to craft a ‘questioning
guide’ and use those questions to quickly and accurately qualify
clients and identify needs
- How to listen more effectively
over the telephone – using trial closes, tuning in to buying
signals and verifying understanding
- The 3 components to building a
compelling offer or presentation
- The 3 kinds of objections you
will encounter and the 2 strategies for getting past the
objections and onto the sale
- How to advance the sale, reduce
the cycle and close the deal
- Post call wrap up: what to do
when you get and sale…and when you don’t
Profiting by Phone is a 1-2 day
program depending on the needs of your company and your tele-sales
reps. Every single technique, skill, process and strategy has
literally been stolen from tele-sales reps and companies across
North American. What this really means is that you are getting
practical, no nonsense methods that work in the real world. The
workshop includes:
- a half day of interviews with
reps, managers and other key personnel so that the workshop can
be precisely tailored to fit you reps, your markets, your
products and your situation
- a comprehensive workshop and manual for each attendee
- support articles to foster ongoing learning
- job aids that your reps can use immediately to support their
calls
- a no charge subscription to “Tele-Sales Vitamins” e-newsletter
- a list of websites and newsletters
- a graduation diploma
- and much more
We use a variety of teaching
methods so that your reps get the absolute most out of the workshop
including:
- reading exercises
- lecture format
- individual work assignments
- group activities and exercises
- small role play
Call now for more information:
613-591-1998
II: Mindshare:
How to Use the Telephone to Nurture, Groom and Convert More Leads to
Sales
Are you happy with your lead conversion rate? Do you feel your
sales team could be converting more leads to sales?
You’re not alone: according to
the Aberdeen Group, more than 80% of generated leads are
dropped, never follow up on or are mishandled!
The problem is not so much
generating leads but rather converting the leads you’ve got.
This is precisely what the Mindshare Workshop is about: it shows
your sales team how to take the leads they’ve got, how to nurture
and groom them using a variety of techniques, and how to convert
more of them to sales. What this really means to you is this:
- less cost per lead
- less cost in acquiring and using
lists
- higher conversion rates
- lower frustration levels
- reduced sales cycles
- increased revenues
- improved profitability
Mindshare is not some fancy theory
about lead conversion. It is a practical, proven strategy that
has been implemented by companies across North America. Translated,
it works, and it works well.
Here is some of what you will learn:
- The Harsh Reality: Why Over 80%
of Leads Result in No Sales
- What Prospects Think about
Prospectors
- The Mindshare Process: What it
is and How it Works
- The Law of Equity: How and Why
you Must Build Equity in Every Prospecting Relationship
- You Inc: Creating Your Own Brand
Image
- The 4 Steps to Creating
Mindshare with Prospects
- The 2 Mindshare Resource
Libraries
- How to Build a Powerful Value
Added Library
- Evaluating the Mediums:
Telephone, E-mail, Direct Mail, Fax and Dimensional Mailers
- The ABCs of Targeting Your
Mindshare Market
- How to Develop and Plan a Step
by Step Mindshare Strategy
- Using a Mindshare Map
- Scheduling the Relationship and
Integrating the Mediums
- The Rule of 7: How to Get
Through the Clutter
- Implementing the Mindshare
Strategy
- Follow Up Calls; When to Call
and What to Say
- The Indispensable Pre Call
Planning Sheet
- Dealing with Voice Mail in the
Nurturing Process
- How to Advance and Reduce the
Sales Cycle
- Keeping On Track
Mindshare is a half to a full day,
all inclusive presentation depending on the needs of your
particularly team. Highly interactive, creative and FUN, this
workshop will create more leads and more sales for your company.
For more information, call:
613-591-1998
III: Fear the Phone and Dial it Anyway
Telephone Techniques for Field Sales Reps
Does your field sales team suffer from “phoniphobia’ –a fear of
using the telephone?
If you are like most sales directors and managers, you have
probably recognized that your field sales team isn’t nearly as
effective (and successful) as you might like when it comes to using
the telephone to qualify leads and set more appointments.
Perhaps they need more appointments; perhaps their leads are not
quite as qualified as they should be.
If this is the case, then Fear the Phone is just the answer.
Targeted exclusively to field sales reps, this comprehensive,
practical and hard hitting workshop shows your sales team how to use
the phone more wisely, more effectively, and more powerfully to
supplement their field sales visits. (And make to make more sales!)
Your reps will:
- Become more confident on the
phone
- Save time and effort by
qualifying prospects more effectively
- Increase the number of sales
visits
- Improve the quality of their
leads
- Convert more leads to sales
Here is some of what you’ll learn:
- Why field sales reps resist the
telephone as a selling and marketing tool
- How face to face selling differs
from telephone selling
- The critical role that voice
(tone) plays in the selling process
- Planning and preparation: How to
maximize and leverage the telephone to field sales success
- The Power of the Hour; Prime
Time, Block Time and the Master Cycle List; establishing
practical objectives
- The 2 most effective ways to get
decision maker names and company information
- How to win the war against voice
mail: 4 Strategies and 5 Techniques
- The 3 ways to get past
secretarial gatekeepers
- How to get past call display
- Using a pre-call planning sheet
to help guide the call and achieve objectives
- How to create and deliver a
compelling opening statement to top decision makers that gets
heard
- Managing and overcoming common
cold call objections
- Using questions to effectively
qualify AND disqualify prospects
- How to develop and deliver a
value added offer and set up an appointment
- How to “advance” the sales cycle
and how to avoid “watering a dead plant”
- How to integrate the telephone
with direct mail, e-mail, fax, dimensional mailers and field
sales visits
- When and how to make follow up
calls
- How to call a prospect’s “bluff”
- How to gather GOOD referrals
from prospects
Fear the Phone is perfect for a
half day or a full day workshop depending on the needs of your field
sales team.
For more information, call:
613-591-1998
IV. Tele-Account Management:
How to Manage and Sell More to Existing Accounts
Are you looking for ways to increase revenues and profits with
your existing account base?
Tele-Account management provides you and your sales team with a
proven strategy that reduces attrition, increases sales and improves
margin. Targeted to tele-sales reps who manage existing
accounts, marginal and/or geographically remote accounts, this is
one of the most powerful and effective workshops you will ever
attend. Hard hitting and practical, Tele-Account Management shows you
precisely how to develop an account plan, develop value and
‘equity’, and implement action items. This is a "must" workshop if you
want to keep and grow your customer base.
Here is some of what you will learn
- The #1 reason why customers
leave
- Understanding the “2 sides” of a
business relationship
- The role of personal and
business “equity”
- Planning and Preparation: The
Blue Sheet Account Planning Tool
- Identifying the key buyers in
the account and building strategies to manage each of them
- Developing opening statements
that add value and make your client want to take the call
- The 2 Reasons why customers
don’t buy more from you
- Questioning Techniques that
uncover new opportunities
- How to create, collect and
implement a business and personal resource library
- How to groom and nurture your
relationship with your client and build value
- Add On Selling Techniques: how
to professionally and respectfully cross sell, up sell, close
inquiries, gather referrals and much more
- Scheduling the relationship: the
do’s and don’ts of ongoing contact
- Making friends with voice mail:
how to use “voice memos” to sell and service your account
- Getting past call display
- How to “advance” the sales cycle
- And much, much more
Call now for COMPLETE details on how this
workshop can help your reps sell more and keep your clients happy:
613-591-1998
V. Add On Selling (AOS):
How to Leverage and Squeeze Every Ounce of Potential from Every Call
You Make or Take
Do you feel are maximizing the potential of every call your sales
and customer service team takes or makes?
The purpose of this workshop is simple and powerful: to help you
make the most out of every call you make or take. Targeted to
inside sales teams, order desks, and customer service team this
workshop provides you with proactive skills and techniques on how to
sell more products and develop more marketing opportunities. This is
one of the most popular workshops provided by Teleconcepts and one
that is sure to increase revenues immediately!
Depending on your needs your reps will learn how to
professionally and respectfully:
- Cross sell appropriate products
- Up sell on quantity or quality
- Gather referrals
- Convert more inquiries to sales
- Reduce cancellations
- Gather market intelligence
- Generate a lead
- Sell on a service call
- And much more!
Here is just some of what you will
learn:
- The Add On Selling (AOS) Concept
- Why your customers don’t buy
more from YOU
- The 3 Reasons why companies
resist AOS
- 6 Reasons why inside sales and
customer service reps avoid AOS
- The 4 – Step AOS Process
- How to take the initial inquiry,
complaint or order and prep the caller fro the add on sell
- The 7-Step process to improve
listening skills
- The Bridge: the role of the
bridge in selling more product
- Presenting the Offer: how to
provide a value added message to your clients
- The Close – How to professionally
ask for the add on sell
- Post call wrap up
- The Add On Applications
Each workshop is customized to
YOUR Company’s particular needs. For example, not all companies
can implement an up sell program. No problem: we’ll remove it. In
addition, your reps will work in groups to develop job aids and to
practice the techniques so that they can be used immediately on the
floor.
For more information, call:
613-591-1998
VI. The Tele-Sales Coach
How to Turn Ordinary Reps into Extraordinary Reps
Do you want a better telesales team? One that can sell more in
less time?
The purpose of this workshop is very simple: to make your
tele-sales reps more successful at selling. That means more revenue,
better margins, less turnover, improved morale, less
frustration and headaches. In a word, it means: success.
Targeted expressly for tele-sales managers, this is THE most
important investment you will ever make and one that will have the
biggest single impact on the success of your sales team.
Nothing, absolutely nothing will bring you better more sustained
sales results than effective, consistent coaching. The reason is
simple: coaching modifies behavior.
Here is what you will learn:
- Why training, good compensation
plans, and good hiring practices are not enough to increase
sales
- The myth of “hard work”
- The myth of “It’s a numbers
game”
- The Homeostasis Factor in skill
development
- What sales reps hate the most
about coaching
- The 5 reasons why companies
avoid coaching like the plague
- The 3 Steps to Coaching: The
Monitoring-Analyzing-Feedback Process
- Understanding the role of
monitoring
- Avoiding the “Big Brother
Syndrome”
- The critical role of
establishing skills standards
- How to build an effective
monitoring sheet
- Understanding the role of
analyzing
- The Analyzing Algorithm
- The role of feedback
- The 4 feedback styles
- The use of Socratic Feedback
- The A, B, Cs and Rs of Coaching
- How location impacts feedback
- How to deal with ‘rock stars,’
'old salts,' and “Dementors” and others
- The challenge of implementing
coaching in your company
- Building a coaching action plan
Let me repeat: Nothing will get
you more sustained sales results than coaching. If you invest in
only one training program this year, invest in the “Tele-Sales
Coach.”
Call NOW for more information on how
Coaching can help you:
613-591-1998.
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