Selling Over the Telephone

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"The Telephone Selling Skills Masterclass"

A 1-day workshop where you will...

Learn The Right Approach, Techniques And
Strategies To GENERATE More New Business

And CLOSE More Sales Over The Telephone

Overview

If you need to generate more leads, set up more more appointments or make more sales over the telephone, then this is a 1-day must attend workshop. You will cover all of the essential telephone selling skills that you need to feel comfortable in making and dealing with those cold calls.

Selling over the telephone is a specialist activity whether you are selling the appointment or a product direct and is different to face to face encounters so it is vital that you can learn the techniques and strategies that are best suited for lead generation and selling over the telephone.
Who Will Benefit From The Course?

• Telesales staff
• Telemarketing staff
• Incoming call handlers
• Outbound sales staff
• Business development managers
• Sales people who have had no formal training on the subject before
• Sales people who need a refresher and need to get "back to basics" and refocus their time and effort
• New sales people
• Client relationship managers
• Account managers
• Business development managers
• Commercial managers

What Will You Gain From the Course?

• Learn what a great job looks like
• Learn the most effective outbound telephone sales calling model
• Learn how to identify the specific needs of your client and how to match these with what you are selling/offering
• Learn high impact opening statements
• Learn phrases and one-liners to progress the sale
• Learn how to avoid those dreaded silences if things are not going your way
• Learn how to respond to objections and excuses
• Learn how to ask for the appointment or the sale
• Enhance your questioning and listening skills
• Learn closing techniques of how to get to that "YES" and close the sale
• How to get your point across without the waffle
• Learn how to build effortless rapport with your prospects

 

Topics That You Will Cover Throughout The Day

Introduction & Objectives

What Does A Great Job Look Like?

Build up an overall picture of what you currently do and what you should be doing. What do the best sales people do to set up appointments over the phone or close sales? What are you striving towards?

Understanding The Telephone Sales Process

Learn the different stages of the telephone sales cycle. How is an appointment or sale actually made? What will influence a decision? How decisions are processed by your prospect while they are on the phone.

Openings With Impact

How to open your calls for maximum impact. How to control the call. How to plan and prepare for your calls - defining what you want out of the call. How to take your conversation to the next stage.

Getting Past The Gatekeeper And Through To The Decision Maker
Learn how to identify a gatekeeper screen. Learn how to get through the two types of gatekeeper screen and through to the decision maker.
 
How To Formulate A Winning Outbound Script That Works

Understand how to put together your very own outbound script. The introduction and hook. Building rapport. Making effective benefit statements. Asking the right questions & listening

Learning How To Understand Your Prospects Needs

Learn how to step into the prospect's shoes and see the situation from their position. Learn how to adapt your approach based upon what they want. Learn how to position yourself, your company and your product in light of what they want and how they want it.

Telephone Responses and Statements/Phrases To Use
Actual words, sentences, terminology and phrases to use - we'll give them to you! What to do if your mind goes blank. Responding to objections & excuses
How to respond to:
- "I haven't got the time"
- "Call back later"
- "We are using someone else"
- "We don't have the budget"
- "I'm not interested"

- "Just send me some information"

How To Get To The Close and Ask For The Appointment or Business
So many people feel uncomfortable asking for the appointment/business but this need not be the case. During this session you will cover some strategies on how to identify buying signals, know when the time is right to close the appointment or sale.
 
Keeping Up And Motivated
Some tips and approaches for remaining confident in your own ability. How to keep upbeat when the going gets tough.
 

Close & Actions