The Key Skills of Selling by 'Phone

Course

Inhouse

£ 159 + VAT

Description

  • Type

    Workshop

  • Methodology

    Inhouse

  • Duration

    1 Day

You will learn: Getting into the mind of the customer. Why a customer should buy. Understanding the benefits of questions. Never lead without following. No pain, no gain, no sale. Features, advantages and benefits. Using the formula AIDA. How to overcome objections before they happen. Why price should never be an issue. Suitable for: All sales staff that use the phone, plus anyone in selling as the skills are fundamental to all sales people.

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Teachers and trainers (1)

Bill Allen

Bill Allen

Tutor

Course programme

In-House & Bespoke Training Programmes offer the ideal forum to learn new skills by targeting training to the specific needs of a group of employees. We can design content to meet your development and training requirements. Also, and very importantly, the cost per person is often less than booking the same people on an open course session if you have 8+ delegates. This is a very cost-effective way to take advantage of, and benefit from, our powerful training opportunities.

Course Summary

Selling by phone requires an additional group of skills to those for face to face selling. Not only can the customer's body language (which is 55% of our impact) not be read, but equally the customer has no visual stimulus. He relies therefore, on the descriptive statements and vocal tones. To successfully achieve this requires preparation and an understanding of how different customers react.

Whilst there are skills related solely to the telephone, champion sales people are also highly skilled in the keys of selling, have an understanding of why customers buy and how to make them say "yes" and place an order. This course covers both skill sets as they are inseparable in selling.

What you will learn

  • Getting into the mind of the customer
  • Why a customer should buy
  • Understanding the benefits of questions
  • Never lead without following
  • No pain, no gain, no sale
  • Features, advantages and benefits
  • Using the formula AIDA
  • How to overcome objections before they happen
  • Why price should never be an issue

Workshop Timetable

9am Welcome and coffee

9.15am

  • Introductions and objectives
  • Five personal attributes needed
  • Understanding your customer
  • What are filters and barriers?
  • No pain, no gain, no sale
  • Are you Michael Parkinson or Jonathon Ross?

11am Break

11.15am

  • The structure of a sales call - AIDA
  • Introduction and opening statement
  • Questioning techniques to gather information and establish need

1pm Lunch

1.45pm

  • AIDA continued
  • Features, benefits, and unique selling points
  • Matching needs to benefits
  • Presenting price
  • Verbal buying signals

3pm Break

3.15pm

  • Anticipating and overcoming objections
  • Dealing with your fears
  • Decision makers and gatekeepers
  • Closing - the sweetest sound

4.30pm Summary and close

The Key Skills of Selling by 'Phone

£ 159 + VAT