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Make Powerful Tele-Sales Calls that Lead to Mega Sales!

Cold Calling may not be everyone’s cup of tea. However, never underestimate the power of the leads that cold calling can yield if carried out correctly.

Proven techniques of uncovering mega leads of $10k-$50mil will be taught to effectively use this mode for lead generation. With deliberate and careful definition of the target market and personnel, coupled with strategic reaching out method and engaging conversation, you will be well equipped to draw and attract prospects to open up potential business opportunities.

Undeniably, there are challenges, especially regarding the mindset, that need to be overcome for sales personnel to take the first step to reach out to prospects over the phone. If they can be honest and courageous enough to know that these challenges can be overcome, then the execution of the techniques shall be much easier.

The gist of success lies in the professional approach of phone etiquette and systematic conversation and techniques in building rapport, trust and confidence over the phone. The ability to understand, serve and explain to prospects effectively over the phone involves a strategic 5-step process.

The success of a call does not end over the phone, but deliberate efforts after the call are equally, if not more critical, to ensure that a cold call can turn into a warm lead which shall eventually result in deal closure.

Objective

This course enables participants to call correctly, differently from the usual cold calls received, to gain acceptance instead of rejection, uncover mega deals, qualify and progress a deal towards a successful closure.

Outline

The course covers the following :

• Identify cold calling challenges
• Overcome cold call challenges
• Handle cold call professionally
• Setting clear calling objectives and mindset
• Prepare the call
• Handle the gatekeeps
• 5 Steps Contact Process
• Optimise every call opportunity
• Derive a systematic action plan for deal closure
• After-Call Management

Who should attend

Methodology

Testimonials

“Thanks for the 2 sessions you had with us, which were enriching and encouraging sessions. Something I find useful is the idea of the matrix which is very useful especially we can refer quickly to the kinds of insurance suitable to the people we speak to. I also learnt that when we talk to them shouldn’t be too direct and should build rapport during the conversation while we check into the concerns they may have. I also like the way you do the follow-up. Sometimes the prospects may not want to look at it now but maybe later. Thanks so much for your insightful sharing.”
Ai Hua
Prudential Financial Consultant

“I had an interactive session with Christina. She has demonstrated to be an effective coach as she can strike a balance between careful listening and sharing of her extensive sales experience and ideas. I have learnt to be more positive in attempting cold calls and believe I’ll be more confident as I do more of it.”
A senior Corporate B2B real estate consultant

Profile of Christina Tan

Christina Tan has been a sales professional for more than 25 years, with 10 years of sales management experience. She has diverse exposure as Sales and Business Development Director, Product Manager and Consultant spanning across world class multi-national companies, local multi-nationals, SMEs and government trade agencies.

Applying a successful proven methodology, Christina acquired close to 100 clients including Fortune 500 clients, government agencies and local large and medium enterprises. These customers include real estate, healthcare, home team, education, telecommunication and manufacturing sectors. She had contributed in contracts of over $100m and sustainable pipeline of multi-million-dollar for key accounts 3 years ahead. She created legacy deals for pioneering world class technologies, breaking into green field markets from scratch to million-dollar markets. In her consulting role with Singapore trade agencies, she had assisted SMEs in business, productivity and quality improvement national programme committees and winning Star Awards.

In her management role, Christina has systematically trained sales teams to drive sales results through coaching and mentoring. Her transferable skill sets such as networking, authentic customer and partner relationship building, strategic thinking, customer service excellence, positive mindset and personal branding are applicable to all sectors at various stages of professional growth. Her passion and commitment to sales success motivated her to start Sales Symphony to train and coach aspiring start-ups, entrepreneurs and sales professionals to succeed in their business.

She graduated with Bachelor of Engineering in Electrical and Electronics (2nd Class Honours) from Nanyang Technological University and was awarded Graduate Diploma in Marketing (Silver Medal Award) from the Marketing Institute of Singapore as the top student. She was also top achiever in Integrated Productivity Improvement KAIZEN Course organized by Asian Productivity Organisation conducted in Japan.

Companies that she had worked in included SMEs, MTI Agencies now Enterprise Singapore, MNCs and large GLCs. Her vast exposure provides good understanding of various business contexts to contribute to organisation sales force and sales individuals, with key sectors.

To date, she has trained and coached hundreds of entrepreneurs, sales leaders and professionals, ranging from financial services industries, IT, direct sales, education, manufacturing and others to achieve increased sales results.