Effective Telephone Selling

Huthwaite International

Course

In Wentworth

Price on request

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Description

  • Type

    Course

  • Location

    Wentworth

  • Duration

    2 Days

Use knowledge of customer buying psychology and decision criteria to plan effective approaches for selling on the phone. Recognise the key differentiators they can use to sell their product. Use behavioural skills to structure calls in order to maintain control and build rapport. Create persuasive opening statements to encourage customers to keep talking. Use advanced questioning skills to uncover issues, wants and needs. Demonstrate capability to relate solutions to customer needs to gain customer commitment. Overcome customer objections. Suitable for: Anyone involved in inbound and outbound telephone sales.

Facilities

Location

Start date

Wentworth (South Yorkshire)
Hoober House, S62 7SA

Start date

On request

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Course programme

Programme content

• What is effective selling?
• Why do customers buy – and why should they buy from you?
• Effective behaviours for customer interactions: CARE
-Control
-Approachability
-Responsiveness
-Excellence
• Best practice sales process and how it relates to telesales: PITCH
-Presenting yourself
-Investigating needs
-Tempting the customer
-Commitment gaining
-Handing over.

Programme methodology

The programme introduces delegates to the key concepts of telephone selling and the research that underpins them, and provides them with exercises and scenarios so that they can practise directly applying their skills. At the end of the workshop delegates create an action plan for how they will use and develop the skills back in the work place.

Materials

Participants are provided with a workbook during the programme. It comprises reference material and activities to be completed over the two days. They also take away a behavioural framework with which to assess their performance back in the work place.

Additional information

Students per class: 12

See related categories

Effective Telephone Selling

Price on request

The best Sales Skills courses

See all

See all