Ready-made speech modules

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A competent presentation, especially one conducted for the target client, is already 90% a completed sale. A refusal to buy should be perceived as just an objection that can be successfully dealt with. For this, new employees can use the experience of their colleagues, recorded in ready-made speech modules. There are 8 typical situations, each of which can be prepared in advance:

Outgoing call.

Incoming call.

Call upon request from a buy weight loss leads client.

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Calling a regular customer.

Meeting.

Call the client to agree on the commercial proposal.

Calling the client to agree on the contract.

Calling the client to verify payment.

This section contains speech modules that will allow managers to read the client like an open book and steadily increase sales. Each company includes in the CCP those phrases that have proven themselves well in working with customers.

Applications
It will be easier for employees to find methodological materials and regulations used in their work if they are placed in this section of the KKP.

Control of personnel knowledge
For periodic certification of long-serving managers, as well as for determining the readiness of a newcomer for independent work, a list of questions is provided in the sales book. They concern all typical situations that employees encounter during their work.

Training in working with a corporate sales book
To clearly illustrate the methods and techniques of working with clients described in the CCP, many companies create a training video. It can be used both for independent studies and for corporate training for sales department employees. Let's touch on some important points that cannot be missed during the work on the script, filming and editing of the video.

Consider the ability of most people to hold attention on one thematic episode for no more than 7-8 minutes .

Short videos, 4 to 7 minutes long, work well, each of which is dedicated to one stage of sales technology. Video creators face a difficult task of highlighting the most important information and conveying it to viewers in an accessible way. A film can be a set of individual episodes, especially if it is filmed and edited by non-professionals, or it can be a complete work with a clear storyline and game scenes, from which the viewer gets an idea of ​​the correct interaction with potential buyers.

A training video is not a set of slides that repeat the content of a corporate sales book .

This is more of an additional aid that helps to visualize typical situations of communication with clients. For greater persuasiveness, the dialogues are filmed in a sales area, in a real environment, so that the novice salesperson can associate himself with the character on the screen.

The video must be convincing, and the skill of the actors is not of decisive importance .

More important factors are the recognition of the types of both sellers and buyers, their compliance with common behavior patterns. Managers will not feel any useful effect from watching perfectly played scenes that bear little resemblance to the reality around them. A more effective video would be one in which the most relaxed and artistic sellers are filmed. They are unlikely to be able to claim an Oscar, but they can serve as a standard for communication with a problematic client.

There is another option: to make videos in which the sales manager demonstrates unprofessionalism, choosing a line of behavior that is guaranteed to discourage the buyer from concluding a deal .

During the training, such episodes are analyzed with a list of the mistakes and blunders of the hapless salesperson. The emotional impact of such videos can be enhanced by using humor and recreating comic situations.

The final fragment of the training film, as a rule, is a demonstration of all stages of interaction between the manager and the client in a standard form .

The training video must be provided to employees on the company server at all times, with special attention paid to information security, that is, to exclude the possibility of copying the videos .

A good solution is to add a QR code to each section of the KKP, which the manager uses to go to a video fragment and reinforce the theory by watching the corresponding part of the film.

If finances allow, it is better to entrust the creation of educational videos to professionals .

The quality of the script, filming, editing and voice acting in this case will be an order of magnitude higher. But a film shot by yourself will perform its function of training employees no worse, in addition, many members of the team will demonstrate their creative abilities, and joint work on the video will unite the team and become a bright spot in the midst of stressful everyday life.