Telesales

Do you know:

• How selling to people on the telephone differs from face to face selling?
• How, because of the impersonal nature of the medium, it is easier to lose sales?

Above all, do you know how to avoid this happening?
Too many companiestreat telephone sales people as mechanical "order takers" and unknowingly consign an enormous volume of potential sales to the dustbin. Whether telemarketing, booking appointments or straight product sales, each activity can be transformed by gaining control of the limitations and the opportunities offered by the telephone. You will learnthe crucial points to watch so that you maximise the conversion of new enquiries to real business. The result ?Your ability to increase sales and profitability will be enhanced by staff who have a new awareness of how to be more effective.
Course Aims
This intensive one-day training course teaches delegates how to use the telephone for professional selling. Delegates will learn how to prepare scripts, manage calls, implement components of an effective voice, listen to feedback, and ask questions to increase sales. Course activities also cover finding prospects, discussing the type of information to leave on prospects' voice mail, maintaining a positive attitude, identifying the components of the soft sell, and building and maintaining relationships with prospects. Delegates will also learn about gaining feedback from customers, addressing rejection, resolving objections, and closing a sale.
Who Should Attend?
Anyone involved with telephone-based relationships who wants to organise and enhance their skills in the shortest possible time. Although the course has been designed for salespeople, the skills learned can equally be applied to areas such as customer service or support, where sales opportunities arise during the normal run of work.
Course Outline: Telephone Sales
Preparing for telesales
· Preparing the workspace · Preparing to write telesales scripts
Essentials of telesales
· Communication essentials · Handling telesales calls
Prospecting
· Generating telesales prospects · Interacting with prospects · Cold call strategies
Closing a sale
· Closing sales over the telephone · Addressing telesales challenges · Maximizing telesales performance