Empower your sales team to confidently pick up the phone and close more deals with less rejection!
With these eight one-hour weekly online sales courses
Nobody Likes Rejection – Good Thing We Have a Fix For That.
Rejection. It’s the worst part of the sales profession. It can take the wind out of your team’s sails and leave them wallowing in the Sea of Call Reluctance.
Michael Pedone has been there. He analyzed the root causes of prospect rejection. He developed strategies that worked for him and hundreds of others who learned his method. And now he’ll do the same for your team with training that’s based on real world success.
Just eight (8) one-hour sessions are all that stand between your reps and better sales numbers.
This online sales training course is intended for outbound sales reps who are struggling to make quota and need help reaching their goals – fast! Participants will learn a strategic sales process that takes the guesswork (and rejection) out of phone sales while getting them up to speed on goal setting and time management skills needed to succeed in today’s new sales world.
Audience Profile
For outbound sales teams who are tired of getting rejected by gatekeepers, whose messages don’t get returned, and who no longer wish to hear:
- No, Thanks!
- Not Interested
- We’re All Set
- No Budget
- I Need to Check with My Partner/Boss
- Let Me Think About It
OUR 8-WEEK ONLINE SALES TRAINING CURRICULUM
Week 1: Your New Opening Value Statement
Learn what to say after “Hello, my name is…” In this online sales course, you will learn how to custom-create an opening value statement that piques interest and lowers resistance in the first 30 seconds of a prospecting call.
- How to Pique a Prospects Interest in the First Few Seconds of a Sales Call
- Eliminate “No, Thanks,” “Not Interested” / “We’re All Set” Responses
- Includes word-for-word sales script templates/examples for Cold and Warm Calls
- Comprehension Exam
- 50 Minutes Online Self-study + 10 Minutes Daily Role-playing exercises (Recommended)
Week 2: Gatekeepers, Voicemails & Email
In this sales course, you will learn how to avoid being rejected by gatekeepers and how to leave voicemails that get prospects to call you back.
- Avoid Getting Rejected by Gatekeepers
- Increase Voicemail Call Backs
- Includes word-for-word sales script templates/examples for Gatekeepers, Voicemails & Email
- Comprehension Exam
- 50 Minutes Online Self-study + 10 Minutes Daily Role-playing exercises (Recommended)
Week 3: Engagement Questions
This sales course shows sales reps how to uncover a problem the prospect doesn’t know that they have.
- How to Get Your Prospect to Open Up
- Get Prospects to Recognize Existing Problems/Challenges
- Uncover a Prospect’s Hot Button (Buying Motives)
- Create Urgency for a Solution
- Includes word-for-word sales script templates/examples for Engagement questions, Opportunity size questions, Finding pain points/hot buttons
- Comprehension Exam
- 50 Minutes Online Self-study + 10 Minutes Daily Role-playing exercises (Recommended)
Week 4: Qualifying
In this sales course, we will discuss the three phases of qualifying, how to uncover your prospect’s purchasing process, and how to reduce stall objections.
- Identify the Real Decision Maker(s)
- What to do (and NOT do) If You Aren’t Speaking With the Real Decision Maker How to Qualify Your Prospect on Price/Affordability
- Includes word-for-word sales script templates/examples for Identifying your prospect’s real decision-making role, Time Frame, and Price (no more surprise “not in the budget” objections!)
- Comprehension Exam
- 50 Minutes Online Self-study + 10 Minutes Daily Role-playing exercises (Recommended)
Week 5: Presentation, Objection Handling & Closing Skills
This sales course will show your team how to tailor presentations to their prospect’s hot buttons and buying motives, smoothly transition from presentation to closing, and how to handle objections and close the sale.
- Give Presentations that Hit the Prospect’s Hot Buttons and Increase Desire For Action
- How to Uncover the Real Objection and Close the Sale
- Includes word-for-word sales script templates/examples for Presentation Tie-downs, Closing on Solution Concept, Isolating the Real Objection, Handling & Closing the Sale
- Comprehension Exam
- 50 Minutes Online Self-study + 10 Minutes Daily Role-playing exercises (Recommended)
Week 6: Follow-up Calls & Referrals
In this sales course, your team will learn how to avoid follow-up call failure, a 5-step follow-up call strategy, plus how to use social selling to generate warm inbound leads and referrals.
- Make Sure Your Follow-Up Calls Lead to a Close
- How to Safely Get More Referrals without Risking Client Relationships
- Includes word-for-word sales script templates/examples for Follow-up calls, Follow-up voicemails, Follow-up emails, Referral emails
- Comprehension Exam
- BONUS: Social Selling and Referrals Lead Generation
- 30 Minutes Online Self-study + 10 Minutes Daily Role-playing exercises (Recommended)
Week 7: Goals Setting
In this sales course, Michael shares personal strategies that will help you overcome challenges and reach new achievements.
- How to Stay Motivated – Especially During Tough Times
- Set and Achieve More Sales & Personal Goals
- 30 Minutes Online Self-study
Week 8: Time Management Skills
In our final sales class, we will discuss simple time management and call block strategies that will have a huge impact on your sales numbers.
- Be More Productive and gain Structure to Your Day
- FINAL Exam for Certification*
- 30 Minutes Online Self-study
Testimonials From Our Clients
“Sales are through the roof, the best year we have ever had. We are hiring and recruiting right now because they can’t keep up with all of the sales. We outsold our ability to deliver! I couldn’t have been happier with the outcome.”
| John Vannelli Director of Sales, Whitman Partners, Staffing & Recruiting |
“Michael Pedone is one of the few sales trainers that actually knows what he’s talking about.
Take his course. It’s money in the bank.”
| Jeffrey Gitomer Sales Author, Little Red Book of Selling |
“Michael’s program is a perfect solution for any sales organization that primarily sells over the phone.
(Prophix has used the SalesBuzz cold call training program for all new hires for the past 9 years)”
| Paul Dufour Prophix Software – Software Development |