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Achieving Sales on the Telephone

in Training and Development Solutions (UK) Ltd (England)

Classes Course

Place:

Long Eaton

Price:

£395 + VAT Special offers 

Duration:

1 Day

Start:

08/12/2008 other dates
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Course objectives:

This popular 'Achieving Sales on the Telephone' training course enables delegates to develop their telephone selling skills and self-confidence in order to increase sales on the telephone, call-to-order ratios, overcome 'brush-offs' and convert leads into sales. The course is highly participative, with delegates using their own 'real life' scenarios in practice sessions.

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Course details

Type Course Duration 1 Day
Method / place Contact course provider Inhouse / Classes in Long Eaton where
Suitability Anyone responsible for making outbound or handling inbound telesales calls with customers and prospects, including appointment making and dealing with general sales enquiries.
Course objectives This popular 'Achieving Sales on the Telephone' training course enables delegates to develop their telephone selling skills and self-confidence in order to increase sales on the telephone, call-to-order ratios, overcome 'brush-offs' and convert leads into sales. The course is highly participative, with delegates using their own 'real life' scenarios in practice sessions.
Price £395 + VAT
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Course programme

Achieving Sales on the Telephone
Telephone and tele-sales environments require a special set of skills. This dynamic and popular course enables delegates to develop their telephone selling skills and self-confidence in order to increase call-to-order ratios, overcome `brush-offs’ and convert leads into sales.  The course is highly participative, with delegates using their own `real life’ scenarios in practice sessions

Course Objectives

  • Build and develop a confident telephone manner to break through the barriers that block your path to an appointment or sale.
  • Plan your calls and call rate to ensure maximum return from your efforts.
  • Promote your company and product using the appropriate tone and language.
  • Avoid rejection and build a relationship with each customer throughout the call.
  • Use effective questioning and listening techniques to match the relevant benefits of your products to the customers needs.
  • Overcome objections and handle complaints confidently.
  • Present price in a positive way.
  • Turn general enquiries into an appointment or sale.
     
    Course Designed For

    Anyone responsible for making outbound or handling inbound telesales calls with customers and prospects, including appointment making and dealing with general sales enquiries.
     
    Selling on the Telephone

    The skill set required for successful telesales
    What makes people buy?
    Knowing your company and product in depth
    Understanding and overcoming phone blocks e.g. voice mail, switchboards etc
     
    Communicating Effectively

    Communicating without seeing? The unique features of telephone communication
    Creating a vision. Turning words into pictures
    How to ‘hook’ your customer
    Five key probing techniques to establish and agree customer needs
    Listening for buying signals
     
    Proactive Selling and Appointment Making

    Creating the right impression on outbound/cold calls
    Planning for success
    Call rates, your script and your individual style
    Increasing order value
    Responsive selling
     
    Inbound Calls

    Turning incoming calls into orders
    Presenting your product in a positive light
    Ensuring you match your customer’s needs precisely
    Understanding your customer’s concerns
     
    Overcoming Objections and Securing the Sale

    Pre-empting and preparing for objections
    Differentiating between real objections and `brush offs’
    How to handle the silent decision maker
    Timing the close
     
    Personal Development

    Developing an action plan
     
    We are happy to design a course that meets your requirements, so, for example, if part of this course and part of another are exactly what you are looking for, we will design the appropriate course at no extra cost.  If you would like to discuss this service in greater detail, contact us.
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    Venues and dates



    Where Long Eaton, Lock Lane,Sawley see map
    When Start: 08/12/2008 Finish: 08/12/2008 See calendar
     
    Where Long Eaton, Lock Lane,Sawley see map
    When Start: 06/02/2009 Finish: 06/02/2009 See calendar
     
    Where Long Eaton, Lock Lane,Sawley see map
    When Start: 06/04/2009 Finish: 06/04/2009 See calendar
     
    Where Long Eaton, Lock Lane,Sawley see map
    When Start: 05/06/2009 Finish: 05/06/2009 See calendar
     
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    On Training and Development Solutions (UK) Ltd

    Provider description
    Training and Development Solutions is a UK training provider delivering open, in-house and bespoke customer care, professional development, management, marketing, sales and human resources training for all types of organisations.
    Advantages of studying with Training and Development Solutions (UK) Ltd
    The company was founded in 2000 by Mark Pickford with the specific aim of working with clients to build a relationship that allows both parties to develop a better understanding of one another, delivering solutions that clients want. As a result of continued growth, Dr. David Cooper joined the company in 2003 and Ruth Lees joined in 2004. Between them they have many years experience of designing and delivering high quality, interactive training programmes for many different types of organisations.
    Course provider history
    Recent Assignments: - Designed and delivered a 'appraisals' training programme for one of Europe's largest financial institutions based in the UK. - Designed and implemented a sales training programme for the new sales force of a generic pharmaceutical company. The programme included all the elements of the sales cycle and the key skills required to sell successfully in this environment. - Reviewed, amended and implemented a sales training programme for 60 field based sales staff taking into account different levels of experience. All members of the sales teams would enter the programme at the appropriate level and complete the programme within 3 years. - Designed and delivered a business planning programme for a pan-european pharmaceutical company specifically to train representatives to focus on quality calls and not call rate. - Conducted training needs analysis and designed a training programme for a major UK plc to introduce a team culture throughout the organisation.
    Specialises in
    Customer care, professional development, management, marketing, sales and human resources training

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