Kathy Sisk
Your Market Share
How To Identify Your Market-Share and Overcome Early Resistance
Self paced
tutorials
This course will teach you to identify your market-share and techniques to help you overcome early resistance so you can eliminate the 10% no, strengthen the commitment of the yes prospect and spend more quality time with the 80% maybe prospect. Prospecting is like farming; you prepare the ground, plant the seed, water it and then eventually in time you will harvest the fruit of your labor. Therefore, it's important to understand that not all prospects are ready to listen to your offer at the time of your call. In this course you will also learn how to identify these prospects and utilize techniques that keep the door open for future opportunities.
Need to Know:
Before prospecting, whether you are selling, generating leads or making an appointment, you must learn to understand your market-share. Understanding your market will help you to know if whom you're calling are the 10% who say "yes"; they are in the market and happy that you have contacted them. A portion of this 10% are also known as the unreliable yes prospects. Be careful as these yes prospects readily cancel. You will need to still go through your presentation as if they are not in the market and make sure they are a committed yes. Additionally, you will encounter 10% of your prospects who will say "no". This prospect says no to everything…even if you give your offering for free they will have nothing to do with it. The no prospect needs to be identified in less than 20 seconds of your presentation so that you are not wasting time. The no prospect, if they are entertained more than 20 seconds, can ruin your day. It's better to get the no prospect off the call and move on to more productive calling. Finally you will be faced with 80% of prospects who are what is called the "maybes". These prospects require a skillful presentation in order to convert a percentage of them into customers.
Course Pakage :
- 1 Powerpoint Presentation
- 1 Module Exam
Language of instruction: English
- What is the 10-10-80 rule?
- Do you give up or use tactical techniques to overcome early resistance
- How do you successfully keep the door open for future opportunities?
Kathy has been training Corporations all over the globe for more than 35 years such as IBM, MCI, Pepsi Cola, Coca Cola, 3M, New York Life, Prudential, Century 21 International, Save the Children, National Relief Charities to name a few.
Since 1991 Kathy's focus has been helping her clients with their inbound and outbound outsourcing projects in domestic, near shore and offshore arenas. Kathy's company (KSE) takes the projects and engineers them by custom designing how the project is to be serviced. KSE will hand select the center and agents, conduct the training, develop the scripts, customize reports and offer ongoing coaching and consulting.
Kathy's area of expertise is setting up and re-engineering calls centers, training sales, telemarketing, customer service and project management.
Kathy is a published author with several published books and manuals geared toward sales, customer service and telemarketing. "Successful Telemarketing" published by McGraw-Hill is a 500 page handbook on how to set up and manage a successful call center, "Overcoming Objections", "Objections Overruled", "12 Steps to Telemarketing", "12 Steps to Successful Customer Service", "12 Steps to Successful Inside Sales", "12 Steps to Successful Field Sales" and "Scripts for the Telemarketing Professional" are a few of her published works.
Specialties: Training, Consulting, Recruiting, Outsourcing, Project Management, Assessments, Call Center Set Up and Re-engineering, Script Writing, Launch New Start Ups, and Remote Monitoring on an International Level.
KSE's project management division works in areas of Customer Service, Telemarketing, Sales, Lead Generation, Surveys, Appointment Setting, Credit and Collections, Technical Support, Live-chat Sales and Support, Third Party Verification (TPV), Multilingual Services, Back Office Processes, E-Commerce, Quality Monitoring and Calibration.
Schedule & Syllabus
Please wait while we are fetching data...
