Duration: 2 Days

Advantages and Disadvantages – A look at the differences between selling on the telephone, and selling face to face

An Introduction to Selling – Understanding the key points that encourage a customer to purchase from us.

Structuring and the Sales Process – Defining a set process for structuring a sales call with a chance to demonstrate understanding.

Why People Buy – A look at the reasoning behind people’s purchasing decisions.

How People Buy – An insight into the emotional factors behind how people arrive at purchasing decisions.

Making Effective Outbound telesales Calls – A set process of ensuring you gain the best advantage with this type of call.

Getting Past the Gatekeeper – Understanding the role of the gatekeeper and developing methods of dealing with them in order to speak to the decision maker. Using scripts and techniques that are proven and effective.

Sounds Interesting? – Studying three key communication factors when projecting the voice over the phone. Including a chance to review how the participant’s voice comes across over the phone.

Methods of Improving the Way You Sound – 10 key tips on vocal improvement.

Listening is the Key – Learning the importance of active listening in the sales process to ensure your customers’ needs are considered and understood

Sales Questioning Techniques – Giving the delegates the chance to fully understand the different questioning techniques that can be used during a sales call.

Features and Benefits – How to practically apply them in a sales scenario.

Overcoming Objections – Practical use of a set process and ways to apply it in the workplace.

Closing the Sale – Clear methodology with a chance to practice the skills in a fun way.

Developing a Sales Script – Include the four elements of a successful sales script with practice techniques.

The Professional Selling Mind-Set  – to include dealing with the fear of rejection, coping with your customers saying no, being in the right mind set to sell, and visualising your sale

Objectives:

At this end of this telephone sales training course your participants will be able to:

  • Structure your calls and visits effectively and follow an effective method of developing sales
  • Use specific methods to improve communication, including well-developed questioning and listening skills
  • Present your product/service to the customer in a way that makes them want to buy
  • Overcome objections including getting past gatekeepers
  • Close a sale
  • Overcome the fear of rejection, and ensure you are in the right positive mind-set to succeed

 

Collaborative Selling

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