How to control the call through effective questioning
The students are taught how to be a financial consultant vs. an information giver. An effective questioning plan is delivered allowing the students to gain essential information and control of the flow and direction of the phone call.
How to respond, reinforce and build rapport during a call
Responding appropriately to a client’s inquiries, reinforcing throughout the call and building rapport with the client are all essential building blocks to the foundation of the call. Necessary techniques are explored that allow the student to close for the correct level of business.
How to summarize the call professionally and close, close, close!
A thorough discussion of the steps leading to a call’s summary and the necessary framework utilized to do it professionally are delivered. Once the summary is made, the student must know how to close and how often to close (It’s definitely more than once!). The elements allowing the student to gain the appropriate level of business are also addressed.
Interpreting the client’s personality and pacing, and dealing with their attitudes
A thorough understanding of the importance of personality and pacing in gaining customer acceptance is taught along with techniques enabling the student to effectively handle a client’s attitudes (i.e. skepticism, objection and indifference).
Tactical techniques for competitive selling
Effective techniques are demonstrated enabling the student to keep the selling focus on your companies strengths and the competitor’s weaknesses in the attempt to eliminate the customer’s “phone shopping” mentality.
How to follow up professionally with the customer who did not apply after the initial contact and re-close
A professional and consistent follow up system is delivered to the students that will enable them to reestablish contact with the client and re-close for business.