Outbound Telephone Sales

Course Objectives:
The aim of this course is to enable delegates to have the confidence to make successful cold calls, use appropriate questioning techniques and identify selling opportunities and act upon them appropriately. Delegates discuss and put into practice, with simulated role-play, up-to-date techniques required for making productive telephone sales calls. This enables better results to be achieved through the use of correct structures and control techniques.
Contents:
By the end of this course each delegate will be able to:
- Understand and describe the sales process (cycle)
- Describe and use a simple telesales structure
- Use simple communication skills to gather information and gain commitment
- Recognise and respond to buying signals
- Describe the structure for overcoming objections
- Understand the importance of relationship selling on the phone
- Enhance their company's image by dealing professionally with incoming calls
- Understand the difference between selling an appointment and selling a product or service on the phone
- Ask for an appointment with confidence
Who should attend:
Employees who make appointments or discuss business opportunities with customers on the phone.
Course benefits:
- Delegates will take a more confident and assertive approach to each sales call
- The importance of effective listening is stressed
- This course will enable each delegate to become more effective in their sales role
Additional information:
This course adopts a highly pro-active approach to selling your organisation and it's products or services over the phone. The trainer will help each delegate understand ho- to control each sales call and take confidence in their role. Effective techniques in dealing with 'gate-keepers', overcoming objections and building rapport are all explored and practiced using role-play scenarios.
Certificates:
All delegates who successfully complete this course will receive a certificate of attendance.
Trainers background:
The trainer for this course has extensive experience in design and delivery of sales related training programmes. They have been successfully delivering training to both public and private sector organisations for over twelve years and previously held a number of senior sales positions in variety of industries.