Повышаем эффективность холодных звонков
Цель: сформировать уверенные навыки холодных звонков и повысить мотивацию к совершению холодных звонков.
- Выявление, изучение и осознание преимуществ компании: почему должны взять у нас
- Выход на ЛПР: кто является ЛПР, типичные сопротивления и их преодоление (упражнения, «ролевые игры»)
- Разговор с ЛПР. Чего хотят ЛПР (обсуждение)
- Самопрезентация: как начать разговор, как кратко сформулировать выгоду от работы с нами, как заинтересовать и вывести на разговор (тренировка в парах).
- Управление разговором: сценарий разговора, как быть ведущим в разговоре (изучение приемов управления разговором, составление сценария разговора).
- Завершение разговора и вывод на следующую стадию.
- Отработка трудных ситуаций по вопросам участников («деловые игры»).
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