Purchase any WEBINAR and get
10% Off
CODE: SAVE10
T&C applicable, please referFAQ
Validity : 20th Apr'24 to 30th Apr'24
Relationship Selling With Phone Calls
- Scheduling calls for success
- Leaving voicemails
- Cold calling - Steering the first conversation
- Returning inquiries
- Following up
Overview of the webinar
Business calling needs no introduction. All of us who work in B2B sales or otherwise face the customer use calls to communicate with customers and sell our products.
Many of us in sales simply pick up the phone, dial and start talking. Others have a sales pitch that we use for sales calls. Neither method is an effective way of selling B2B over the phone. In selling B2B over the phone, structuring a conservation to maximize relationship building is critical to our success. We need to understand how to build trust and rapport over the phone in order to maximize relationship building and close more sales.
In this course you will learn how to use phone calls to maximum sales effectiveness. You will learn how to build rapport quickly in order to get the customer talking and create trust.
We will cover the principles of how to effectively communicate for sales with phone calls, taking advantage of its strengths while avoiding its weaknesses. We will cover when to call. We will cover how to begin a conversation in a manner that encourages customers to be receptive to us and speak candidly with us. We will cover how to respond to customer inquiries. We will cover how to engage with existing customers via phone calls in a way that builds relationships and keep the customers coming back to us instead of our competition.
This webinar is taught by explaining principles and showing practical examples which ensure participants thoroughly understand the methods and the reasons behind them. The presenter will remain after the webinar is completed to conduct a Q & A to ensure every attendee gets their questions answered and thoroughly understands the material presented.
Who should attend?
- Inside Sales Representative
- Outside Sales Representative
- Sales Assistant
- Sales Engineer
- Wholesale and Manufacturing Sales
- Retail Sales
- Sales Manager
- Salesman
- Account Manager
Why should you attend?
Are you a B2B salesperson who is tired of contacting customers and prospective customers, only to have them ignore you? And if they contact you, they only want a low price? This happens because you are stuck in transactional, price-based selling. Selling on price is a race to the bottom. It lowers profits and commissions. There is no advantage in it.
In this course you will learn how to get out of price selling and start relationships with clients that are not based on price. Business relationships are built on effective communication, and this course teaches you how to communicate effectively with phone calls to get out of price selling and into relationship selling.
Be sure to check out our other courses on relationship selling with emails and relationship selling with face-to-face meetings.
Faculty - Mr.Aaron Neely
Aaron Neely is the owner of VWG, LLC, a company he founded in 2015. VWG, LLC imports food ingredients, feed ingredients, and chemicals from India and China and resells them business to business in the USA. Over the last 5 years he has built VWG from scratch into a company that has surpassed $6 million per year in annual sales. Before founding VWG, he worked for Vikas WSP, Pvt. Ltd., the world’s largest manufacturer of guar gum powder, as their North American sales and operations manager. Before Vikas he worked for Caremoli Group as their supply chain manager. Having experience on both the sales and procurement sides of the B2B negotiating table has given him a unique perspective on the B2B sales process. He is a retired 20-year veteran of the United States Army (national guard) and a veteran of the war in Afghanistan. He was last assigned as commander, F company, 334 Brigade support battalion, 2/34 infantry division.
Aaron Neely began writing a book about business to business sales in 2019 as a way of teaching others the relationship selling skills that he used to build his own career and successful business. Now he is passing the skills forward to help other salespeople achieve similar success. He has assembled three one-hour blocks of webinar training that succinctly teach the applied portions of the book he has written. In these webinars he skips over the usual sales platitudes and dives directly into teaching the techniques of relationship selling accompanied by step-by-step instructions and anecdotal examples from his own business. Attendees will leave feeling inspired to succeed, knowing exactly how to implement the techniques of relationship selling. They will also know why the techniques work. Each webinar is designed to teach the attendees how to use a specific communication medium for relationship selling techniques in a business to business sales environment. They are all based upon a single assumption: in a marketplace that has many sellers and the products offered are similar, the customers will buy from the salesperson that they like and trust the most. These webinars teach you exactly how to use communication to build relationships that allow you to become that salesperson.