Poslovna izobraževanja

Prodaja po telefonu: Prodajte več

Podrobnejši program delavnice

V prvih treh delih delavnice Prodaja po telefonu boste spoznali in obnovili osnovne zakonitosti uporabe telefona v prodaji.

1. del: Področja, na katerih je telefon ključno prodajno orodje

  • Zakaj je telefon še vedno najpomembnejše prodajno orodje?
  • Glavna področja uporabe (grajenje baze, telemarketing, dogovarjanje prodajnih sestankov, telefonska prodaja, podpora strankam).
  • Značilnosti obravnavanih področij, razlike in skupne točke.
  • Telefonska komunikacija na ravni B2B.
  • B2B vs. B2C (značilnosti enega in drugega področja; kje so razlike, kako pristopiti k enemu ali drugemu …).

2. del: Tehnike uspešne uporabe telefona v prodaji

  • Osnove grajenja baze potencialnih strank po telefonu.
  • Kako uspešno dogovarjati sestanke po telefonu?
  • Tehnike in skrivnosti za uspešno prodajo po telefonu.
  • Kako aktivno voditi pogovor s sogovornikom in tekom pogovora ustvariti verigo DA-jev?
  • Kako učinkovito izpeljati »hladne klice«?
  • Kako dodati vrednost lastnim izdelkom oz. storitvam v očeh naših potencialnih kupcev?
  • Prednosti in slabosti telefonske prodaje v primerjavi z osebno.

3. del: Udeleženci v telefonski prodaji

  • Kako stranke dojemajo telefonsko prodajo?
  • Kako se prilagoditi miselnosti strank?
  • Glavne naloge vodij prodaje (odgovornih za prodajo).
  • Največji strahovi in ovire vodij (telefonske) prodaje.
  • Največji strahovi in ovire prodajalcev pri uporabi telefona.
  • Kako izničiti strah prodajalca pred zavrnitvijo?
  • »Spopadanje« prodajalcev z ugovori strank.
  • Pomen podpore vodje za uspešnost prodajalca.
  • Katere podatke o stranki potrebuje prodajalec?
  • Kako prikazati bazo strank kot neomejeno?
  • Tipični izgovori telefonistov pri slabših rezultatih in kako jih zaustaviti?
  • Najpogostejše napake telefonskih prodajalcev.

4. del: Dobra statistika je ključ za izboljšanje rezultatov

  • Temeljni kriteriji za merjenje uspešnosti klicev.
  • Zakaj in katere podatke iz statistike prikazati prodajalcu, in katerih ne?
  • Kako s pomočjo statistike izboljšati delo telefonskih prodajalcev?

5. del: Priprave telefonske skripte

Spoznali boste osnovne zakonitosti priprave telefonske skripte za vaše podjetje.

Osnovni elementi dobre skripte:

  • Kako pripraviti dober uvod, da pritegnemo stranko?
  • Kako dosežemo, da bo stranka vesela vašega klica oz. da vas bo vsaj poslušala do konca?
  • Kako produkt ali storitev predstavimo kot rešitev za stranko?
  • Kako v očeh stranke dosežemo kredibilnost svojega podjetja?
  • Spreminjanje lastnosti v jezik koristi za stranko.
  • Kako kupcu zmanjšamo tveganje nakupa?
  • Kako tekom pogovora ohranjamo pozornost oz. »prisotnost« stranke?
  • Kako se soočimo z najpogostejšimi ugovori?
  • Kako zmanjšamo breme nakupne odločitve?
  • Kako uspešno zaključimo pogovor (prodajo)?
  • Največje napake pri pripravi skript.
  • Kako dosežemo, da telefonisti oz. prodajalci navdušijo stranko?
  • Primeri dobre in slabe prakse – kaj deluje, in kaj ne?
  • Kako pripravimo skripto glede na vrsto klica (izhodni in dohodni klici) – glavne razlike ter skupne točke.
  • Kako pripravimo skripto na ravni B2B in B2C – glavne razlike in skupne točke.
Prijava na izobraževanje

Cilj izobraževanja

V prvem delu delavnice Prodaja po telefonu boste pridobili osnovna teoretična in praktična znanja o učinkoviti rabi telefona v prodaji, v drugem delu pa boste na praktičnih primerih utrjevali pisanje telefonske skripte (scenarijev za klicanje). Cilj delavnice je, da pripravite prodajno skripto za klicanje, ki bo delovala.

Z delavnice boste odšli z naslednjim osvojenim znanjem

  • Tehnike in skrivnosti za uspešno prodajo po telefonu.
  • Največji strahovi in ovire telefonskih prodajalcev.
  • Kako izničiti strah prodajalca pred zavrnitvijo?
  • Kako uspešno dogovarjati prodajne sestanke po telefonu?
  • Kako uspešno graditi bazo potencialnih strank po telefonu?
  • Nasveti in triki za »hladne klice«.
  • Kako pridobiti in ohraniti pozornost, oz. »prisotnost« stranke tekom pogovora?
  • Kako doseči kredibilnost svoje ponudbe v očeh stranke?
  • Kako se soočiti z najpogostejšimi ugovori?
  • Tipični izgovori telefonistov pri slabših rezultatih in kako jih zaustaviti?
  • Kako s pomočjo statistike izboljšati delo telefonskih prodajalcev?
  • Kako uspešno zaključiti pogovor (prodajo)?

Praktične vaje

2/3 časa bo posvetili pripravi skripte za vaše podjetje. Tako boste pridobljeno znanje nemudoma prilagodili in prenesli prakso.

Analiza telefonskih skript

Predavateljica bo pred delavnico Prodaja po telefonu naredila analizo dosedanje prakse s poudarkom na vaši telefonski skripti. Analiza bo izvedena po naslednji hevristiki:

  • jedrnatost komunikacije
  • reševanje ugovorov
  • kvaliteta prodajne zgodbe
  • rešitve strankinega problema
  • kredibilnost sporočila
  • kvaliteta predstavitve podjetja
  • učinkovitost prodajnega procesa

Bonus darilo – izboljšanje skripte po delavnici

Vaša naloga bo, da med in po delavnici pripravite skripto za vaše podjetje. Po delavnici jo boste preizkusili v praksi in jo skupaj z rezultati posredovali predavateljici, ki vas bo opozorila na pomanjkljivosti in podala navodila za izboljšanje.

Orodje za sistematično uporabo telefona

Prejeli boste tudi praktično orodje, ki vas bo vodilo skozi pripravo različnih telefonskih skript (izgradnja baze, dogovarjanje sestankov, telefonska prodaja). Orodje vam bo omogočilo, da boste pridobljeno vsakodnevno uporabljali pri svojem delu.

Prijava na izobraževanje

Komu je namenjeno izobraževanje

Izobraževanje je namenjeno:

  • direktorjem,
  • lastnikom malih in srednje velikih podjetij,
  • podjetnikom,
  • vodjem prodaje in marketinga,
  • vsem, ki so odgovorni za povečanje prodaje in dobička

Pridobili boste praktična znanja o uporabi telefona v vseh fazah prodaje. Spoznali boste primere dobre in slabe prakse na različnih področjih; grajenja baze, telemarketinga, dogovarjanja sestankov, telefonske prodaje …

Prijava na izobraževanje

Prijave in popusti

15 % popust do 11. oktobra

Kotizacija znaša 227 EUR (DDV ni vključen).
V kolikor se prijavite do 11. oktobra vam pripada 15 % popust za zgodnjo prijavo. Kotizacija s popustom znaša 192,95 EUR (DDV ni vključen).
Ob prijavi več udeležencev hkrati, vam pripada še dodaten 5 % popust. Popusti se seštevajo.

Prijava vključuje:

  • izvedbo delavnice z gradivi za prenos znanja v podjetju,
  • potrdilo o udeležbi,
  • analiza vaših prodajnih materialov in follow up po delavnici,
  • pijačo, prigrizek med odmori in parkiranje v garažni hiši GZS.

Izobraževanje bo potekalo:

Kdaj: v četrtek, 18. oktobra 2018, od 9.00 do 15.00
Kje: GZS, Dimičeva 13, 1000 Ljubljana.

Za udeležence so zagotovljena brezplačna parkirišča.

Prijava na izobraževanje

Izvedba izobraževanja v vašem podjetju

Izobraževanje lahko izvedemo interno tudi v vašem podjetju.

Program se na podlagi predhodne analize v celoti prilagodi vašim zaposlenim in začrtanim ciljem izobraževanja.

Za podrobnejše informacije in ponudbo nam pišite na info@openit.si ali pokličite na 01 589 81 89.

Prijava na izobraževanje

Izjave udeležencev

Predavatelj

Bernarda Bogdan

Pričakujte konkretne nasvete za izboljšanje vašega prodajnega pristopa, telefonske komunikacije, dogovarjanje in izvedbo prodajnih sestankov ter delo na primeru vašega podjetja.

PODROBNO
We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. We also share information about your use of our site with our social media, advertising and analytics partners.
Cookies settings
Accept
Privacy & Cookie policy
Privacy & Cookies policy
Cookies list
Cookie name Active

Privacy Policy

What information do we collect?

We collect information from you when you register on our site or place an order. When ordering or registering on our site, as appropriate, you may be asked to enter your: name, e-mail address or mailing address.

What do we use your information for?

Any of the information we collect from you may be used in one of the following ways: To personalize your experience (your information helps us to better respond to your individual needs) To improve our website (we continually strive to improve our website offerings based on the information and feedback we receive from you) To improve customer service (your information helps us to more effectively respond to your customer service requests and support needs) To process transactions Your information, whether public or private, will not be sold, exchanged, transferred, or given to any other company for any reason whatsoever, without your consent, other than for the express purpose of delivering the purchased product or service requested. To administer a contest, promotion, survey or other site feature To send periodic emails The email address you provide for order processing, will only be used to send you information and updates pertaining to your order.

How do we protect your information?

We implement a variety of security measures to maintain the safety of your personal information when you place an order or enter, submit, or access your personal information. We offer the use of a secure server. All supplied sensitive/credit information is transmitted via Secure Socket Layer (SSL) technology and then encrypted into our Payment gateway providers database only to be accessible by those authorized with special access rights to such systems, and are required to?keep the information confidential. After a transaction, your private information (credit cards, social security numbers, financials, etc.) will not be kept on file for more than 60 days.

Do we use cookies?

Yes (Cookies are small files that a site or its service provider transfers to your computers hard drive through your Web browser (if you allow) that enables the sites or service providers systems to recognize your browser and capture and remember certain information We use cookies to help us remember and process the items in your shopping cart, understand and save your preferences for future visits, keep track of advertisements and compile aggregate data about site traffic and site interaction so that we can offer better site experiences and tools in the future. We may contract with third-party service providers to assist us in better understanding our site visitors. These service providers are not permitted to use the information collected on our behalf except to help us conduct and improve our business. If you prefer, you can choose to have your computer warn you each time a cookie is being sent, or you can choose to turn off all cookies via your browser settings. Like most websites, if you turn your cookies off, some of our services may not function properly. However, you can still place orders by contacting customer service. Google Analytics We use Google Analytics on our sites for anonymous reporting of site usage and for advertising on the site. If you would like to opt-out of Google Analytics monitoring your behaviour on our sites please use this link (https://tools.google.com/dlpage/gaoptout/)

Do we disclose any information to outside parties?

We do not sell, trade, or otherwise transfer to outside parties your personally identifiable information. This does not include trusted third parties who assist us in operating our website, conducting our business, or servicing you, so long as those parties agree to keep this information confidential. We may also release your information when we believe release is appropriate to comply with the law, enforce our site policies, or protect ours or others rights, property, or safety. However, non-personally identifiable visitor information may be provided to other parties for marketing, advertising, or other uses.

Registration

The minimum information we need to register you is your name, email address and a password. We will ask you more questions for different services, including sales promotions. Unless we say otherwise, you have to answer all the registration questions. We may also ask some other, voluntary questions during registration for certain services (for example, professional networks) so we can gain a clearer understanding of who you are. This also allows us to personalise services for you. To assist us in our marketing, in addition to the data that you provide to us if you register, we may also obtain data from trusted third parties to help us understand what you might be interested in. This ‘profiling’ information is produced from a variety of sources, including publicly available data (such as the electoral roll) or from sources such as surveys and polls where you have given your permission for your data to be shared. You can choose not to have such data shared with the Guardian from these sources by logging into your account and changing the settings in the privacy section. After you have registered, and with your permission, we may send you emails we think may interest you. Newsletters may be personalised based on what you have been reading on theguardian.com. At any time you can decide not to receive these emails and will be able to ‘unsubscribe’. Logging in using social networking credentials If you log-in to our sites using a Facebook log-in, you are granting permission to Facebook to share your user details with us. This will include your name, email address, date of birth and location which will then be used to form a Guardian identity. You can also use your picture from Facebook as part of your profile. This will also allow us and Facebook to share your, networks, user ID and any other information you choose to share according to your Facebook account settings. If you remove the Guardian app from your Facebook settings, we will no longer have access to this information. If you log-in to our sites using a Google log-in, you grant permission to Google to share your user details with us. This will include your name, email address, date of birth, sex and location which we will then use to form a Guardian identity. You may use your picture from Google as part of your profile. This also allows us to share your networks, user ID and any other information you choose to share according to your Google account settings. If you remove the Guardian from your Google settings, we will no longer have access to this information. If you log-in to our sites using a twitter log-in, we receive your avatar (the small picture that appears next to your tweets) and twitter username.

Children’s Online Privacy Protection Act Compliance

We are in compliance with the requirements of COPPA (Childrens Online Privacy Protection Act), we do not collect any information from anyone under 13 years of age. Our website, products and services are all directed to people who are at least 13 years old or older.

Updating your personal information

We offer a ‘My details’ page (also known as Dashboard), where you can update your personal information at any time, and change your marketing preferences. You can get to this page from most pages on the site – simply click on the ‘My details’ link at the top of the screen when you are signed in.

Online Privacy Policy Only

This online privacy policy applies only to information collected through our website and not to information collected offline.

Your Consent

By using our site, you consent to our privacy policy.

Changes to our Privacy Policy

If we decide to change our privacy policy, we will post those changes on this page.
Save settings
Cookies settings