1

Preparing and organizing your pitch

• Reviewing target profiles and files.
• Adding to your files and categorizing your contacts.
• Asking yourself the right questions to prioritize your actions.
• Follow-up calls: contact sheet, SONCAS method.
• Building or optimizing your call follow-up table.

2

Building your sales pitch and preparing for interviews

• Knowing what you can offer and what your competitors can.
• Promoting your competitive advantages.
• Building a customer-benefit-oriented sales pitch (CAB method).
• Developing different call scenarios.
• Adapting your offer and sales pitch to each profile.

3

Being punchy and opening up the dialogue on the phone

• Developing active listening.
• Asking and rephrasing techniques.
• Overcoming obstruction on the phone.
• Identifying the contact person(s) involved.
• Generating interest by personalizing your introduction.
• Using your voice as a powerful tool.
• Become more assertive when the contact becomes aggressive.

4

Making the pitch and conduct the sales interview by telephone

• Discovering the prospect's specifications.
• Selecting the right arguments for the target.
• Dealing with all types of objections through questioning.
• Mastering Story Telling to encourage the decision to buy.
• Managing tension and keeping control of your voice.
• Practicing self-diagnosis.

5

Developing your telephone negotiation skills

• Preparing for your sales negotiation.
• How to present your initial price offer.
• Developing your comfort level in price negotiations.
• Obtaining a quid pro quo for any concession granted.
• Mastering closing techniques.