The Key Skills of Selling by 'Phone

Course

In Exeter, Taunton and St Austell

£ 159 + VAT

Description

  • Duration

    1 Day

You will learn: Getting into the mind of the customer. Why a customer should buy. Understanding the benefits of questions. Never lead without following. No pain, no gain, no sale. Features, advantages and benefits. Using the formula AIDA. How to overcome objections before they happen. Why price should never be an issue. Suitable for: All sales staff that use the phone, plus anyone in selling as the skills are fundamental to all sales people.

Facilities

Location

Start date

Exeter (Devon)
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Topsham Road, EX2 4SQ

Start date

On request
Exeter (Devon)
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1 Emperor Way, Exeter Business Park, EX1 3QS

Start date

On request
St Austell (Cornwall)
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Sea Road, PL25 3RD

Start date

On request
Taunton (Somerset)
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Selworthy Road, Priorswood, TA2 8HD

Start date

On request

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Teachers and trainers (1)

Bill Allen

Bill Allen

Tutor

Course programme

Course Summary

Selling by phone requires an additional group of skills to those for face to face selling. Not only can the customer's body language (which is 55% of our impact) not be read, but equally the customer has no visual stimulus. He relies therefore, on the descriptive statements and vocal tones. To successfully achieve this requires preparation and an understanding of how different customers react.

Whilst there are skills related solely to the telephone, champion sales people are also highly skilled in the keys of selling, have an understanding of why customers buy and how to make them say "yes" and place an order. This course covers both skill sets as they are inseparable in selling.

What you will learn

  • Getting into the mind of the customer
  • Why a customer should buy
  • Understanding the benefits of questions
  • Never lead without following
  • No pain, no gain, no sale
  • Features, advantages and benefits
  • Using the formula AIDA
  • How to overcome objections before they happen
  • Why price should never be an issue

Workshop Timetable

9am Welcome and coffee

9.15am

  • Introductions and objectives
  • Five personal attributes needed
  • Understanding your customer
  • What are filters and barriers?
  • No pain, no gain, no sale
  • Are you Michael Parkinson or Jonathon Ross?

11am Break

11.15am

  • The structure of a sales call - AIDA
  • Introduction and opening statement
  • Questioning techniques to gather information and establish need

1pm Lunch

1.45pm

  • AIDA continued
  • Features, benefits, and unique selling points
  • Matching needs to benefits
  • Presenting price
  • Verbal buying signals

3pm Break

3.15pm

  • Anticipating and overcoming objections
  • Dealing with your fears
  • Decision makers and gatekeepers
  • Closing - the sweetest sound

4.30pm Summary and close

The Key Skills of Selling by 'Phone

£ 159 + VAT