SJS Productions Inc. - Hands-on coaching workshop

How to Make Hot Cold Calls

Intensive, Hands-on Training

This five part system can be easily learned, and the intensive, hands-on coaching and built-in benchmarking secure the desired skills, behaviour and results. The entire learning process creates an environment for success where the corporate cream will always rise to the top.

The learning model is constructed on four pillars: Skill definition, acquisition, application and reinforcement. Learning takes place through books, audio programs, skills seminar workshops and role-play, homework, one-on-one coaching (for problem identification and resolution) and real-life application. The synergy of hands-on coaching with pre-session and post-session homework is the key to the continuous application of learned skills and behavior.

Program Outline

Unit 1

Activity:

Telephone sales call audit

Objective:

To uncover existing benchmarks, expectations and present scripting approach

Deliverables:

Customized seminar and coaching
Feedback to management demonstrating positive changes in individual scripting approaches

Unit 2

Activity:

Customized objections portfolio

Objective:

To help maintain control of the conversation by proactively anticipating the most critical questions and objections, and having the ability to answer those concerns professionally and convincingly to gain a commitment

Deliverables:

An effective, proactive response to up to the most asked questions and objections which can be leveraged in all other collateral material
Script encoding to facilitate the effective delivery of the question handling

Unit 3

Activity:

1 day skills seminar (maximum ten participants)

Objective:

The advanced one-day seminar secures the skills required for the ongoing homework & coaching

Deliverables:

Customized seminar and coaching
Feedback to management demonstrating positive changes in individual scripting approaches

Unit 4

Activity:

*4 one-on-one coaching sessions

Objective:

The synergy of hands-on coaching with homework is the key to the continuous application of learned skills and behavior, and sales results

Deliverables:
For Each Participant:

One 90 minute coaching session on script development
One 30 minute coaching session on script delivery
One 30 minute coaching session on question/objection handling
One 60 minute coaching session on diagnostics
Feedback to management on individual performance

* All coaching sessions are conducted via the telephone

Materials

Objective:

To make sure participants are familiar with the basic principles, tools and concepts of the system

Deliverables:

Each participant receives the best-selling How To Make Hot Cold Calls book, audio program and seminar workbook