Module 7, The Bridge That Leads To The Selling Step
What is the need for this course?
During your Probing time (Module 6), your prospect is actively answering your questions. Once you have completed probing, prospects don’t remember exactly what they had said. Therefore, in this module (Restate Step 6) you will summarize the prospect’s responses, emphasize the important ideas your prospect gave you, and reflect them back in a more dynamic way. This allows your prospect to see their own expressed wants and needs from a fresh and objective perspective. Restating your prospects answers puts them on the outer circle looking into their needs, and, later in your presentation during your Trial Close, should your prospect respond negatively, you can reflect back to this Restate Step and hold them more accountable. Restating their answers is powerful and effectively leads you and your prospect into the selling step.
Who should take this course?
Anyone that uses the telephone as a marketing tool. If you are selling, generating leads or appointment setting this course is for you.
What makes your course unique?
Its 40 years of hands on experience of the do's and don'ts of cold calling. The techniques used are proven and extremely non-threatening to the user and the prospect.
- 1 PowerPoint presentation
- 1 Online test
Who would be target audience for the course?
Call Center Agents, Inside Sales Agents, Sales People
Does this course prepare learners for some examinations / certifications?
At the end of the 17 modules the learner will receive a certification of completion from Kathy Sisk Enterprises, Inc.
What topics would you cover in this course?
Positive and negative restatements, Restate exercises, Create a deeper need before you restate, Steps to Create a Deeper Need, Create a deeper need exercises, Add more value to your offering through your restate.
Are there any prerequisites for taking this course? (Software, prior experience, qualification or certification required etc.)
Module 6, Effective Probing.
Would there be a book / study material recommended as part of the course?
Everything is on the PowerPoint for the learner that includes audio teaching
What would be the outcomes of the course, once a learner completes it?
Learn how to restate your prospect’s answers to your probes that is powerful and useful when selling your offer.
Language of instruction: English