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In the meantime, check out our Curriculum below
Our B2B Phone Skills Sales Training Curriculum
Sales Course #1
Your New Opening Value Statement
Learn what to say after “Hello, my name is…” This week you will learn how to custom create an opening value statement that piques interest and lowers resistance in the first 30-seconds of a sales 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
Sales Course #2
Gatekeepers & Voicemails
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
- Comprehension Exam
Sales Course #3
Engagement Questions
This sales course will show your team how to uncover a problem your prospect doesn’t know that they have.
- How to Get Your Prospect to Open Up
- Get Prospects to Recognize Existing Problems/Challenges
- Uncover a Prospects 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 point/hot buttons
- Comprehension Exam
Sales Course #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:
- Identify your prospect’s real decision-making role
- Time Frame
- Price (no more surprise “not in the budget” objections!)
- Comprehension Exam
Sales Course #5
Presentation Skills & Objection Handling
This sales course will show your team how to tailor presentations to their prospects 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 Prospects Hot Buttons & Increase Desire For Action
- How to Uncover the Real Objection & 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
Sales Course #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 w/out Risking Your Client Relationship
- 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
Sales Course #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
Sales Course #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 & Gain Structure to Your Day
- FINAL Exam for Certification
Questions? Let's Talk!
OVER 4,000 HAPPY CLIENTS
“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 sell over the phone.”
Russel Durrant
Vice President of Sales
Prophix Software
“This is by far the best cold calling course I have ever take. My reps love it and live by its teachings.”
Vince Miceli
Director of Sales