Telephone Selling Techniques

Overview

Selling over the phone is an art, and this course addresses it from the very beginning. Using audio recording equipment, delegates benefit and learn from hearing themselves selling on the phone.

Who should attend

Sales executives who are selling over the telephone and who have had no formal sales training.

Course objectives

By the end of this highly practical course, you will be able to:

> Employ practical skills that will transfer to your sales environment

> Concentrate on the building blocks of the sales structure with taped roleplays on your own products

> Benefit from detailed evaluation and action points from the trainer

Course content

What is Selling?

> Exploring the buying psychology

> Building an effective sales profile

The Sales Structure

> Defining an effective sales structure

> The benefits of a sales structure

Question Techniques

> Exploring client needs

> Deciding your opening

> Using different types of question

> What information do we need to know

Recorded Telephone Selling Practical Exercises Plus Feedback

Selling Benefits

> What is FAB?

> Summarising client needs

> Presenting a tailored sales solution

> Stimulating feedback, getting the client involved

Gaining Commitment

Closing the Sale