Selling by Telephone

Course Content

Selling over the telephone can be a highly efficient and effective sales practice. This course is highly interactive with discussion and practical activities. Using “Phone Coach” equipment, there will be practical phoning sessions to give participants confidence and develop expertise. Participants will develop a brief action plan outlining what they can personally work on, in order to develop their telephone skills further and increase their success rate.

Key Topics

• Communication skills - questioning, listening, affirming, summarising
• How to organise a 'phoning session'
• Preparation of structure for each call
• The ten commandments of phoning (top tips)
• Reaching the decision maker
• Getting through to the decision maker
• What to say and in what order, once prospect is on the line
• Handling rudeness and objections
• How to keep motivated, and how to deal positively with rejections
• Keeping records
• Confirming the sales/appointment in writing

Related Courses

• successful sales presentations
• professional selling skills
• key account management
• sales management