Gold Call Show Training Curriculum. call training

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1 Gold Call Training Part 1 (60-Minutes) call training Sales 101 Quick Start Selling Principals Qualifying the Customer: Who will buy? The difference between a prospect and a suspect Prospect Profiling Targeting the ideal sales prospect? Prospecting Resources Where to find sales leads Discovery: The power of asking questions Why selling is not telling The pursuit of information The push vs. pull method of discovery Needs Assessment: Who, What, Where, When, Why Uncovering the problem, or need Positioning Virtacore s value in relevant terms to the need Closing: Negotiating for Attention The art of decision-making Reaching agreements with sales prospects

2 Gold Call Training Part 2 (60-Minutes) Gold Call Show Training Curriculum Presentation: Turn Your Cold Calls into Gold Calls You can talk to anybody! The difference between a Cold Call and a Gold Call Prospecting in the Attention Economy Gold Call CSI: A Forensic Analysis of Recorded Conversation During this segment we will replay recorded telephone conversations with real sales prospects to evaluate and analyze the conversation. Gold Call Analysis 1 - Here s the Problem This recording with an inside sales rep demonstrates the inherent problems of a 'feature-benefit' and product centric selling strategy. The unsuccessful call exposed Your Miranda Rights in sales Why telling is not selling Gold Call Analysis The Two-Minute Gold Call Saying less to sell more The power of getting to the point What the sound of your voice means to sales prospects

3 Presentation: How You Speak is How You Sell Applying Power Words & Phrases Treating Yes and No as equals Part I. Power Words in Business: In any conversation words and phrases have meaning. Your choice of words and how they are spoken to prospects have a dramatic effect upon the flow and direction of the conversations you have with your sales prospects. Since there are no second chances at making the right first impression, we must carefully select our words when speaking to prospects. Otherwise, we run the risk of creating the wrong first impression, and lose our prospect s attention before the conversation even has a chance to start. In managing the gold call dialogue you have with sales prospects, you must also learn to listen and speak at the same time. Prospects have their own set of power words and phrases they use in conversation. To be effective in creating and managing conversation you need to be paying close attention to what the prospect has to say. Otherwise, when two people aren t paying attention to each other the conversation falls apart, and that s when you are asked to send sales literature. During this segment we will study how to build constructive dialogue with prospects using, and listening for the power words and power phrases that drive conversation in the direction of a closed sales appointment on your calendar. Words That Work Use of positive & negative power words. Beware of those wishy-washy words prospects speak

4 Part II. Managing Expectations Developing the Objective Mindset - Treating Yes and No as Equals Getting to an end-point of decision is the objective of every sales call. Your ability to treat yes and no decisions as equals is the underlying strength of your ability to turn an ordinary cold call into an extraordinary gold call. With the gold call the faster you get to no, the faster you are on your way to getting to YES. When prospects say no Recognizing the prospects right of refusal Treating Yes and No as equals Disqualifying prospects in order to qualify them Gold Call CSI: A Forensic Analysis of Recorded Conversation Analysis Getting to NO Getting to no your prospects Second Effort Question Is it a no even if I have something better? Getting your prospect to speak up Getting information, and not give it away. Going negative for positive results.

5 Gold Call Training Agenda Part 3 (60-Minutes) Gold Call Show Training Curriculum Agenda Items: Mastering Re-Direction Answering questions with questions. The Main Event Boxing with Prospects Mastering the Buyer-Seller Dance Mastering Re-Direction (Getting Prospects to Speak Up) The key to mastering conversation lies in your understanding the physics involved with creating relevant dialogue. All conversations have a certain physical motion and direction to them, and can move in either in a positive or a negative direction depending upon the questions asked of prospects. Answering your prospect s questions with questions will give you a leg up in your conversational dealings with prospects. As a rule, you shouldn t be so quick to answer your prospect's question. There s more information behind their question that you need! By answering prospect questions with questions, you ll find your conversation to move in the opposite direction of what the prospect expects of typical salespeople, and that will get you the valuable information you need to close more sales meetings on your calendar. Asking negative re-direction questions often produce the best results because they sound less threatening and unassuming to prospects. Negative questions are the easiest to ask and get an answer. Asking negative open-ended questions also keeps prospects talking, and will keep your conversation moving in an easy forward motion. When you answer questions with questions you are re-directing the conversation back to the prospect, and keeping the figurative ball on their side of the court.

6 The Main Event Conversational Sparring with Prospects This time around we become prizefighters in a figurative sense. The gold call requires you to be quick on your feet like a boxer in order to keep from getting knocked out, or knocked off the phone by prospects. During this segment we will learn what it means to think fast on our feet when making gold calls to prospects. Understanding Prospect Behavior (The Buyer-Seller Dance): As with any boxing match there s plenty of fancy footwork going on, and it is called the Buyer-Seller Dance. (Remember the Ali Shuffle, and the Rope A Dope?) The Buyer-Seller Dance illustration demonstrates the routine dance steps involved in any sales negotiation, and what sucker punches to watch out for when engaging prospects in conversation. Why salespeople sell (dance) with two left feet The physical movement involved with building conversation with prospects. How to avoid getting a black eye on sales calls.

7 Gold Call Training Agenda Part 4 (90-Minutes) Part I. Gold Call CSI: Analysis of Recorded Conversation With Real Sales Prospects: Gold Call Script The Ice-Breaker Gold Call Script The Lemonade Statement Gold Call Script The Focus Question Gold Call Script The Attention Question Gold Call Script The Scheduling Question Part II. Gold Call CSI: Analysis - The Perfect Gold Call Part III. Group Exercise: Build Your Gold Call Script COURSE MATERIALS: Gold Call Workbook & Script Composition Tool Part IV. The Gold Call Show - Perform Your Gold Call During this segment of the training program we will pick volunteers to execute the Gold Call Script in front of the group as part of a role-play exercise. call training (516)