Program Description:
This course focuses on preparing for and executing the perfect sales call. Participants discuss different call purposes including Introductory, Profiling, Presentation, and Follow-up. Using an understanding of business types, life stages, and their own local market, participants plan a sale and relationship building strategy for conducting face-to-face calls. Participants, using a call planning form, will prepare for actual small business customer calls.
After successfully completing this course, the student will be able to:
- Explain the importance of pre-call planning in relation to successful sales calls
- Describe the essential elements of call planning that bring about an effective sales call
- Identify the nuances between the four types of calls: Introductory, Profiling, Presentation, and Follow-up
- Implement a strategy for profitable initial contacts with small business customers
Who Should Attend:
Bank personnel responsible for face-to-face small business customer calls.
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