This course is designed to change the way you and your sales team use the most important business tool in your office, or in your pocket. We will look at the different types of calls you make and how best to make them. I will outline a foolproof method of making appointments over the telephone and how to write telephone scripts that sell. I will cover the best way to handle complaints over the telephone and how to use the phone to form lasting relationships.
Have you ever been quizzed by the prospect’s secretary who finally tells you that “Mr Smith never speaks to sales people”? I have a few very good ways of avoiding the gatekeeper and getting straight to Mr. Smith.
Using the telephone is not the easiest way to sell, it is much easier to sell face to face. The telephone, however, is a lot faster. You can make 30 phone calls in the same time that is takes to visit one customer. You get to the point in just a few seconds and there is no traveling, no drinking tea or coffee, no parking and no waiting in reception. You couldn’t do business today without the telephone and this course tells you how get the most from this business tool.
Richard Mulvey is one of South Africa's leading Speakers and over the last 23 years has inspired more than 200 000 business people throughout three continents. Richard was recently inducted into the South African Speaker Hall of Fame, and his 23 years in the industry speaking to audiences all over the world gives him the experience, and you the confidence to book him for your next sales convention or conference.
Richard's corporate life includes a rise in the ranks through sales to regional general manager at the age of 28 before setting up on his own. After spending a couple of years travelling the world Richard was enticed back to corporate life in 1989 and invited to come to South Africa in a sales director's role for an international company in a service industry.
In addition to a successful corporate career Richard has travelled overland across Africa in an old VW Kombi, worked for the Queen at Buckingham Palace, and successfully written and marketed a restaurant accounting software package called Trade Inn.
Richard is the author of 24 Motivational and Business Books, and 25 Training DVDs, 21 Training CDs and 18 e-books. He is a Past President of the Professional Speakers Association of Southern Africa (2008-9 & 2016-17) and a member of the Global Speakers Federation. In 2016 Richard Mulvey was inducted into the Speaker Hall of Fame, an honour only held by 11 South Africans. His style is as entertaining as it is informative and his provocative opinion will fire your enthusiasm leaving you with a desire to hear more and eager to get out there and do it!
"I have seen many speakers and Richard Mulvey is up there among the best in the world. He knows his topic and gives a commanding message in a compassionate way. I recommend him to anyone who wants a great speaker to make their event an outstanding success." Lindsay Adams CSP Past President of the Global Speakers Federation
StartLecture 1 - Preperation (7:21)
StartLecture 2 - Preparation and Getting past the Gatekeeper (4:03)
StartLecture 3 - Basic Telephone Techniques (7:33)
StartLecture 4 - Call Report Sheet (4:09)
StartLecture 5 - Building the Call (7:33)
StartLecture 6 - Making the Call (5:45)
StartLecture 7 - Appointments and follow-up calls (9:09)
StartLecture 8 - Closing the Sale on the Phone (4:13)
StartLecture 9 - Handling Objections on the Phone (7:01)
StartLecture 10 - Things to avoid on the phone - Summary (4:39)