Effective Selling by Telephone
Course
Inhouse
Price on request
Description
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Type
Workshop
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Methodology
Inhouse
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Duration
2 Days
A two-day workshop to enable the delegates to gain powerful selling techniques when using the telephone. Suitable for: Everyone who is involved in selling by telephone.
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Course programme
Effective selling by telephone Features The Telesales Marketing Opportunity
· recognising the power of the telephone
· increasing market share and cost efficiency.
Incoming Calls
· turning enquiries into orders
· using the correct incoming call structure
· maximising business by selling up and across the range
· building lasting relationships.
Outgoing Calls
· planning the day and preparing each call
· establishing buying authorities and decision influencers
· making appointments for visits and getting past screens.
Handling Complaints
· turning dissatisfaction into satisfaction
· getting further business from dissatisfied customers.
Dealing with Regular Customers
· how to sell promotions and special offers
· making every call interesting.
Sales Psychology
· what makes people buy and why
· controlling the conversation and stimulating interest
· getting prospects enthusiastic about products or services.
Closing Sales/Overcoming Objections
· closing techniques that work
· knowing when and how to ask for business
· confirming sale details
· simple structure for overcoming objections
· pre-handling likely objections.
Format Tutorial presentation of proven ideas, concepts and techniques with extensive use of playback analysis and individual tuition and guidance.
Benefits · Improved confidence on the telephone.
· More sales/increased profits.
· Detailed knowledge on how to handle customers.
· recognising the power of the telephone
· increasing market share and cost efficiency.
Incoming Calls
· turning enquiries into orders
· using the correct incoming call structure
· maximising business by selling up and across the range
· building lasting relationships.
Outgoing Calls
· planning the day and preparing each call
· establishing buying authorities and decision influencers
· making appointments for visits and getting past screens.
Handling Complaints
· turning dissatisfaction into satisfaction
· getting further business from dissatisfied customers.
Dealing with Regular Customers
· how to sell promotions and special offers
· making every call interesting.
Sales Psychology
· what makes people buy and why
· controlling the conversation and stimulating interest
· getting prospects enthusiastic about products or services.
Closing Sales/Overcoming Objections
· closing techniques that work
· knowing when and how to ask for business
· confirming sale details
· simple structure for overcoming objections
· pre-handling likely objections.
Format Tutorial presentation of proven ideas, concepts and techniques with extensive use of playback analysis and individual tuition and guidance.
Benefits · Improved confidence on the telephone.
· More sales/increased profits.
· Detailed knowledge on how to handle customers.
Effective Selling by Telephone
Price on request