Jenny Cartwright
Trainer, Public Speaker and Author

Course Outline
-
2
Pre-Call Planning
-
Module Introduction
-
The Seven Ingredients Of Pre-Call Planning
-
A Good Database
-
A Script
-
A Targeted List Of People To Call
-
Goals And Targets
-
A System For Measuring Success
-
Objectives For Each Call
-
A Positive Mindset
-
Quiz: Pre-Call Planning
-
Activity Sheet: Pre-Call Planning
-
-
3
Communication
-
Module Introduction
-
Telephone Communication
-
Voicemail Communication
-
Positive Words And Positive Language
-
Phone Etiquette
-
Quiz: Communication
-
Activity Sheet: Communication
-
-
4
Building Rapport - Part A
-
Module Introduction
FREE PREVIEW -
Getting Past The Gatekeeper
FREE PREVIEW -
Answering Gatekeeper Questions
FREE PREVIEW -
Step 1: Opening a Cold Call and Making it a Warm Call
FREE PREVIEW -
Video Tutorial 1: How to Open a Sales Call and Make it a Warm Call
FREE PREVIEW -
Step 2: Create an Interest-Grabbing Statement
FREE PREVIEW -
Video Tutorial 2: How to Create an Interest-Grabbing Statement
FREE PREVIEW -
Step 3: How to Build Rapport Using Open-Ended Questions
FREE PREVIEW -
Video Tutorial 3: How to Build Rapport using Questions
FREE PREVIEW -
The Power of Emotional Questions
FREE PREVIEW -
Using Direct Questions
FREE PREVIEW -
Quiz: Building Rapport Through Questioning
FREE PREVIEW
-
-
5
Building Rapport - Part B
-
Step 4: How to Build Rapport Using Listening Skills
-
Video Tutorial 4: How To Improve Your Listening Skills
-
Quiz: Building Rapport Through Listening Skills
-
How To Make Appointments
-
A Script For Making Appointments
-
Video Tutorial 5: How To Close For An Appointment
-
Activity Sheet: Building Rapport
-
-
6
Sales Presentation
-
Module Introduction
-
Step 5: The Key Ingredients Of Good Sales Presentations
-
Benefits
-
Testimonials
-
Creating Value
-
Creating Urgency
-
Video Tutorial 6: The Key Ingredients Of Good Sales Presentations
-
Motivating The Customer To Buy
-
Step 6: Trial Close And Buying Signals
-
Video Tutorial 7: How To Do A Trial Close
-
Quiz: Sales Presentation
-
Activity Sheet: Sales Presentation
-
-
7
Handling Objections And Up Selling
-
Step 7: Handling Objections
-
Step 8: The Bridge To Go Onto Another Trial Close
-
Step 9: The Final Close
-
Video Tutorial 8: How To Handle Objections And Close The Sale
-
Cross Selling and Up Selling
-
Quiz: Handling Objections and Up Selling
-
Activity Sheet: Handling Objections
-
-
8
Follow-up, Referrals, Emails, Time Management And Overcoming Call Reluctance
-
Follow-Up
-
Video Tutorial 9: How To Do The Follow-Up Call
-
Referrals
-
Tips to Improving Your Customer Service
-
Inbound Call Enquiries
-
Qualifying Enquiries for Proposals/Costings
-
Email Etiquette
-
Time Management Can Double Your Sales!
-
How to Overcome Call Reluctance
-
Quiz: Follow-Up, Referrals, Emails, Time Management and Overcoming Call Reluctance
-
Activity Sheet: Follow-Up
-
-
9
Conclusion
-
A Personal Note From Jenny
-
Video: Course Conclusion
-
Next Steps
-
Self-Evaluation Tool
-
Quiz Answers
-
Testimonials
Thanks Jenny

Excellent content!
