Professional telesales techniques Flashcards
1
Q
12 step telephone sales call
A
- plan opening
- gatekeeper
- rapport
- create interest
- situation fact questions
- pain problem questions
- quantify
- monetise
- summarise
- present the iris solution with VP
- handle the objections
- action and follow up
2
Q
four stages of the questioning arc
A
plan, compare (fact), compare (problem), acquire
3
Q
what does RIPSA stand for?
A
RAPPORT creation, INFORMATION gathering, PROBLEM qualification/monetisation, SOLUTION identification and ACTION value proposition
4
Q
5 key points when making the call
A
plan, get past the gate keeper, stand out - compelling reason to change, show value., listen more talk less 80/20, persistency
5
Q
LISTEN UP?
A
Listen, interpret, state, test, evaluate, note, understand their needs, progress
6
Q
Chinese character for listening is made up of five individual characters… they are
A
eyes, ears, heart, undivided attention and you
