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 Professional Telephone Sales The Insider’s Sales Ascent |
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| Module / Week One | The Ascent Introduction Focusing on Specific Accounts Partnership Selling Principles |
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| Module / Week Two | Prospecting/Using Tools Efficiently Lead Sources/Filling the Sales Funnel Managing and Coding Lists Organizing Prospects |
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| Module / Week Three | Successful Time Management Structuring Your Day; Top Four Tasks It’s a Numbers Game Planning, Prioritizing and Controlling |
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| Module / Week Four | Preparing for Calls The Knowledge You Need Information Resources From Simple Offer to Consultative Sale |
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| Module / Week Five | Juggling a Variety of Products Marketplace/Web/Lit Guides/Classified Hooks for Effective Cold Calling Managing Response |
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| Module / Week Six | Selling the Value of Advertising The Types of Advertising Why Does Advertising work? Measuring Advertising Success |
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| Module / Week Seven | Asking the Essential Questions Top Five Questions to Ask Stimulating Prospect Interest Tools for Uncovering Challenges |
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| Module / Week Eight | Active Listening Priceless Benefits of Active Listening Know You are Getting the Message Twelve Active Listening Practices |
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| Module / Week Nine | Think Features, Talk Benefits Short Benefit Statements Selling with the NFRB Progression Always Be Ready for WIII FM |
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| Module / Week Ten | Closing Throughout The Process Handling Objections Moving the Selling Process Forward E-mail, fax, letter follow-up |
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| Module / Week Eleven | Trade Show Opportunities Planning: Make Every Second Count Learning Markets / Building Rapport Organize / Prioritize Leads / Follow-up |
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| Module / Week Twelve | Inner Power that Makes it Happen Overcoming Cold Call Reluctance Learning from the Storms Building up Inner Reservoirs |
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