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Kickstart |
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2 Day Induction for New & Existing Staff
THE ITC KICKSTART PROGRAM COVERS THE FOLLOWING TOPICS:
DAY ONE:
Managing & Monitoring:
- Learn about accountability
- Learn how to plan for good income days
- Learn how to use data and the fundamentals of how to use the Impact Training Sales System
- Learn how to use the appointments book to best advantage
- Learn about the 1-31 & A to Z follow up processes
- Learn how to monitor how much time is spent presenting and prospecting
- Receive an overview on how to use the Personal Performance Records Graphs
- Learn how to calculate closing rates, show rate, average cash etc
- Learn how to plan meetings and how to make the most of them
Communication Skills:
- Learn how the fundamentals of DISC
- Learn what style you are & how others see you
- Learn how to use DISC to sell
- Learn how to close the sale more effectively by using DISC
- Learn the art of questioning using DISC
- Learn how to use questions in face to face and phone presentations
- How to recognise and match a persons style on the phone
DAY TWO:
ABC's to Selling Anything:
- Understand and learn the 8 steps of selling
- Learn that selling is relationship based and not focused on hard sales techniques of the 80's
- Learn initial contact protocols
- Learn how to use the 4Ws + H
- Receive an overview on how to use a written qualification tool
- Understand the value of a diagrammatical presentation
- BPP and its fundamental use
- Learn how to give a price presentation
- Learn the If Strategy to overcome objections
Fundamentals of Taking Incoming Calls:
- Learn how to use the incoming phone call tools
- Learn the fundamentals on using the Gold Card
- Understand how the 4Ws are used on the phone
- Learn the 4 stages of incoming calls
- Learn how to ask questions that secure appointments
- Learn how to confirm appointments
- Understand how the phone increases income
PRACTICAL ASSESSMENT & ITC TOP GUN AWARD
The remainder of day two is spent putting all the acquired skills into practice with a series of role play sequences. There is then an exam at the end of the course requiring a 70% mark to pass, with a Top Gun Award given to the attendee who achieves the highest combined marks of the ITC Jumpstart Program.
To introduce your staff to this; contact ITC Now!
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