Fundamentals for Students

• Desire to compete
• Deadline oriented
• Coachable Perspective

2 Voice Mails

• Practice Script
• Time Yourself (keeping within 30
• 60 seconds)
• Create Value
• Review Evaluation Criteria
• (click for examples)

Appointment Call

• Introduction
• Compelling Value Proposition
• Prepare for Pushbacks
• Sell the Appointment
• Close for the Appointment
• Review Evaluation Criteria
• (click for examples)

Telephone Sales Call using Adobe Connect Pro

• Do technology tutorial (web
• based presentation software)
• Know your basic product knowledge
• Do some additional company research
• Probe with questions, build value, close for next logical step
• Bring the "energy" to the call
• Practice Live with Different People
• Prepare for typical buyer resistance (delivery, price, service, warranty, support, upgrades, another supplier, implementation)
• Review Evaluation Criteria
• (click for examples)