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Case Study - Perfect Training

The Brief:

To help an internal salesperson improve their appointment making results and produce a better and more consistent pitch.

Background:
 
Our client is a business telecommunications consultancy, who provides a comprehensive portfolio of telecom solutions to a range of clients.

The client already regularly outsource their telemarketing to Perfect Pitch, and impressed by our results, requested that their internal sales person attend a Perfect Training Course.
 
A large part of the position is developing a sales pipeline through cold calling to prospective clients which should potentially lead to a face-to-face appointment.
  
Comparing the results between their internal sales person and Perfect Pitch showed that there was a difference in both call volumes and bookings per day.

Action:

After an initial assessment Perfect Training suggested a two day course with a week’s interval.

The first day consisted of mapping what qualifies as a lead and how to obtain this information from the first phone call. Composing a versatile script that would cover every criteria, but allow room for natural conversation. Examples and demonstrations were shown throughout the day and eventually leading to practice calls and role playing. The trainer used these exercises to teach the relevant skills to improve call rates and boost daily lead generation through a better qualification process and concise pitch.

The second day concentrated on addressing the leads generated in the last week and how to further them along the sales pipeline with a target for booking an appointment. This revolved around calling previously contacted prospects and progressing the relationship and ending the conversations with a positive outcome i.e. appointment, diarised call back, further information.

Results:

After the first session there was a large increase in call volumes which naturally led to an increase to their sales pipeline. During the second day’s calling the first appointment was booked and the ever increasing pipeline created more appointments in the coming days.     

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