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Making the Connection: Engaging and Closing Sales over the Phone

Recording Date: September 17, 2008
Price: Free

Attending this Webcast is free. Registration is required.
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Selling is a different game today. Efficiency and speed are the name of the game.

Today, the telephone has become an increasingly important sales tool that can maximize your reach by minimizing the face-to-face meetings. The telephone is a powerful sales tool. But it needs to be used correctly to be effective.

Are your phone skills up to par?

Using the telephone effectively requires a specific set of skills and techniques, such as:

  • How do you build relationships with people whom you never meet in person?
  • What do you do to make your conviction and customer commitment emerge dynamically from the impersonal telephone?
  • How do you understand listener reactions while you converse?

What You Will Learn

This Webcast will provide you with practical strategies and techniques to boost your mastery of selling over the telephone, including:
  • Using consultative selling skills tailored to the telephone-based selling environment
  • How to build relationships quickly with people you may never meet
  • Tips for leaving voicemail messages that generate return calls
  • Advice for working with gatekeepers to reach decision makers
  • Ways to engage customers over the phone quickly while maintaining their interest
  • Recognizing subtle buying signals over the phone
  • Tips on when and how to close using only the phone

In addition you’ll discover how to plan your workday for greater efficiency and effectiveness—using the phone to get more done in a single day.

About the Presenters

Renee P. Walkup is a sales motivational speaker and expert on persuasive communication who has influenced thousands of professionals at companies including: CNN, The Coca-Cola Company, Panasonic, ING Financial, Charles Schwab & Co., AT&T, Pearson Education, BP Solar, LaFarge, Lehman Brothers, Hewlett Packard, and Nestle USA. Walkup is a prolific author and has written or contributed to seven business books. His most recent book, Selling To Anyone Over The Phone is a business best seller with over 20,000 copies sold.


Technical Requirements

To fully participate in this electronic, interactive and live session, please check your system (or ask your IT department) to ensure it meets the following requirements:

Supported OS, Browser and Additional Requirements

Microsoft® Windows® XP, Windows Vista, Windows 7, Windows

  • Internet Explorer 7 or higher, Mozilla Firefox, Google Chrome
  • Adobe® Flash® Player 11.2 or higher

Macintosh (OS X 10.5 or higher)

  • Mozilla Firefox, Apple Safari, or Google Chrome


  • Ubuntu 10.04 or higher; Red Hat Enterprise Linux 6; OpenSuSE 11.3
  • Mozilla Firefox

Test Your Computer

Please ensure that your computer is "Flash/Connect enabled" by clicking on the following link in order to run a short test:

If successful, you will receive a "Test Completed Successfully" message on the page.

Additional Requirements:

  • Minimum bandwidth requirement is 512 kbps for meeting attendees
  • POP-UP Blockers must be turned off to access the program
  • Additional Technical specs can be found here.

Important tip - Please allow 15 minutes prior to joining a session to conduct your set-up and testing!