Improve the performance of your telesales and increase delegate bookings

Understanding the benefits that the event brings to different delegates

• Examination of the key motivations and buying triggers for attending a conference
• Mapping diff erent customer types and their decision making process for attending a conference

Building an effective delegate sales strategy

• An overview of proven conference sales cycles and methodologies
• The traits and behavior of successful sales people
• Managing the decision making process

Opening the sales call confidently and engaging the contact

• Recognising the reasons for caller resistance and strategies to overcome it
• Establishing our credibility and describing our purpose
• Establishing context for the sales call and creating a customer focused agenda

Discovering delegate needs and requirements

• Techniques for building a constructive dialogue
• Using the Probing Cycle to understand the delegate, their needs and sensitivities
• Creating a common sense of purpose through empathy and rapport

Building a persuasive case for attending the event

• Describing the conference most effectively and articulating the value of attending
• Making the most efficient and appropriate use of discounts and incentives

Winning the booking

• Getting a positive and lasting commitment
• Managing objections and moving the sale forward
• Generating referrals and gaining access to other influencers and decision makers

Making the most of your selling time and maintaining motivation

• Assessing your own sales performance and taking ownership of your own development
• Establishing good calling habits and following the sales process
• The secrets of confident and comfortable telesales