The phone that sells. Sales training for Customer Advisors.

New Motivations has been supporting organizations in the development of employees, leaders, and teams since 1996, focusing on solutions that work in practice. They work with organizations in a way that ensures change is visible in daily operations, not just at the level of declarations. They engage in team processes, organize work methods, and help people grasp context more quickly, make decisions, and take responsibility for results. Instead of one-off actions, they build solutions that remain within the company and start functioning without ongoing external support.

This is a practical workshop aimed at enhancing the effectiveness of phone conversations with clients. The program focuses on building confidence during phone contact, increasing the effectiveness of scheduling meetings, and developing skills for conducting conversations that engage the client and lead to subsequent steps in the sales process.

Participants will learn methods for preparing for a conversation, techniques for building interest, ways to handle refusals, and tools that allow for a natural conversation focused on the client's needs. The training also shows how to work on one's own mindset and eliminate psychological barriers that limit the effectiveness of phone contacts.

• For salespeople responsible for acquiring new clients.
• For account managers and client caretakers conducting phone activities.
• For sales representatives using the phone as a tool for building relationships and scheduling meetings.
• For individuals starting a career in sales and those who want to increase the effectiveness of their phone conversations.
• For organizations that want to improve the effectiveness of prospecting activities and increase the number of valuable sales meetings.

• Building confidence during phone conversations.
• Developing skills for effectively initiating contact with clients.
• Improving methods for generating interest in the first seconds of the conversation.
• Learning to conduct conversations focused on the needs and situation of the client.
• Developing skills for effectively responding to objections and refusals.
• Strengthening skills for finalizing conversations and establishing next steps.
• Breaking psychological barriers related to phone contact.
• Building habits that increase the regularity and effectiveness of phone activities.

Benefits for the Organization

• A greater number of successfully initiated contacts with clients.
• An increase in scheduled sales meetings.
• Improved quality of conversations conducted by the sales team.
• Higher effectiveness of prospecting and sales activities.
• Better use of the phone as a tool for building business relationships.
• Greater consistency among salespeople in executing contact activities.
• Improved effectiveness of the client acquisition process.
• Increased sales activity translating into the development of the sales funnel.

Benefits for the Participant

• Greater confidence during phone conversations.
• The ability to effectively start a conversation and build client interest.
• Better preparation for conducting sales conversations.
• Familiarity with practical methods for responding to refusals and objections.
• Development of skills for conducting conversations based on the client's needs.
• The ability to use benefit language and effective calls to action.
• Better handling of stress and discomfort related to phone contact.
• Greater effectiveness in scheduling meetings and initiating subsequent steps in the sales process.

Module 1. Initiating Contact with the Client

• Preparation for the conversation – identifying potential client needs and the goal of the phone call.
• The power of the first 10 seconds. How to utilize it?
• Invitations that spark curiosity, indicating potential benefits for the Client, inviting.
• Rules of influence, references, and the P-C-K model in inviting Clients to schedule a meeting.
• Effectively setting meeting dates.

Module 2. Handling Client Refusals

• Refusal as a natural reaction of the Client – in what situations do clients most often refuse to meet?
• Asking and listening to the Client as the key to understanding the refusal.
• Ways to handle typical refusals.
• Effective finalization of the conversation. FOMO, "Call to Action" phrases.

Module 3. Techniques for Dealing with Discomfort During Phone Conversations

• Working with thoughts, feelings, and bodily signals during the phone conversation.
• Identifying and assessing individual attitudes and beliefs about phone conversations.
• Changing the mindset – the goal of the conversation as a result of contact, not an end in itself.
• Building habits of confidence in conversations with Clients.
• Analyzing one's conversations and drawing conclusions.

Module 4. Summarizing the Meeting and Inviting to Implementation Tasks

• Action plan – what will I change, do differently, what will I do less, more in the coming week?

3.5 hours

• 1 workshop (3.5 hours)
• training materials
• training facilitation
• needs assessment
• personalized certificate in pdf
• online evaluation survey
• summary report from surveys