1

Developing communication tailored to telephone prospecting

• Understanding the specifics of telephone communication.
• Overcoming your own obstacles.
• Personalizing the telephone relationship and making it dynamic: rhythm, voice, intonation.
• Building a relationship of trust: the right tools.
• Adopting positive communication.

2

Organizing yourself for successful prospecting and appointment-setting

• Evaluating the stakes of the sales prospecting process.
• Organizing your prospecting rhythm and sustaining it over time.
• Defining the targeting criteria: "asset-appeal" matrix.
• Setting the objectives and stages of your action strategy: The right questions to ask yourself.
• Identifying the potential motivational drivers of the prospect.

3

Making a successful prospecting and appointment-setting call

• Conducting a telephone interview: best practices.
• Attracting the attention and interest of the other person.
• Framing your communication to sell the appointment.
• Addressing objections in a positive way.
• Closing positively: rephrase and conclude.

4

Overcoming the "roadblock" obstacle

• Planning your prospecting to limit risks.
• Overcoming the roadblock: tips and behaviors to consider.

5

Making a pitch and handling objections.

• Adopting the right pace in your communication: silence, rebound, rephrasing.
• Grabbing the attention of your client.
• Thinking in terms of customer advantage/benefit.
• Proposing an agreement acceptable to the client.
• Building a guide to best practices for these calls.

6

Evaluate your prospecting activity

• Choose evaluation and monitoring indicators tailored to what you do.
• Define actions to optimize performance.