Program Overview

This program is designed for Donor Acquisition, Upgrade & Retention Executives who use the phone as a success tool. Telemarketing professionals are a unique breed that has to be thick skinned to deal with objections and rejections. They need amazing self-discipline, self-motivation and resilience to keep moving forward through the smoke screen of objections to find donations day in and day out. They need to be professional listeners and eloquent speakers. They realize that they can only survive in this high pressure environment if they begin to look at the world through the donor’s perspective and help the donor picture the perspective of the needy. They employ proven rapport building telephone techniques to gain trust and prosper. They are masters at the ability to create pictures in the prospect’s mind through what they say and how they say it. To top it all off, they require razor sharp consultative communication skills to solve customer problems through offering the most beneficial and suitable solutions.”

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Program objectives

By the end of this program the participants shall:

Get past the gatekeeper with strategy and confidence
Structure calls more effectively
Improve skills in telephone communication
Cross Sell other products if required
Improve questioning and listening skills
Identify the donor’s real situation and match with appropriate donation package.
Sharpen their persuasiveness skills in order to clinch the success.
Handle objections effectively and treat them as new opportunities
Build better relationships with difficult prospects using empathy
Recognize each prospect’s unique telephone personality and tailor offering accordingly
Seek buying signals and act accordingly
Employ a Strategic telesales management system
Experience increase in New and existing donations

Methodology

100% Activity based training
Group discussions
Case studies
Interactive storytelling
Video presentation