Telephone Skills for Selling
Course Type
Private
: | This outline is available as a private course. Please contact us to arrange this course at a venue and date of your choice. |
Private courses can be held at your site or one of our training venues, and can be customised to fit your requirements.
You can choose to have a private course based on an existing outline or you can choose the most applicable lessons from a number of different outlines and consolidate them into one course.
We can also write bespoke courses to fit your specific requirements, whether you require training on a standard application or a bespoke inhouse system.
Please contact us to discuss this further on 0191 377 8377.
You can choose to have a private course based on an existing outline or you can choose the most applicable lessons from a number of different outlines and consolidate them into one course.
We can also write bespoke courses to fit your specific requirements, whether you require training on a standard application or a bespoke inhouse system.
Please contact us to discuss this further on 0191 377 8377.
Course Overview
Telephone selling requires a special set of skills. This course is designed to rapidly improve the ability of delegates, enabling them use the telephone with confidence. Instructor-led sessions are supported by individual delegate role play scenarios. These are related to the business environment in which the participants are involved (e.g. the IT business). This is to ensure relevance to real world situations.
Prerequisites
- There are no pre-requisites for this course
Objectives
- Plan and prepare to make outgoing calls to prospects and customers, use communication skills in a persuasive manner, gain attention quickly and produce a logical business case, question and listen effectively, control the conversation and handle objections based on knowledge and belief. They will be able to demonstrate how to close calls effectively, understand the structure of a successful sale and how to create rapport and communicate with customers on a level.
Delegates will be able to:
Course Content
Back to Basics
- Why the basics?
Check your attitude, drive, confidence and listening skills
Develop your verbal and vocal skills
Check your preparation, call handling techniques and complaint handling technique
Making the Sale
- The psychology of a sale - the four steps
The question funnel
In-coming calls and in-coming orders
Out-going calls
Planning calls
The need for targets
Plan the call campaign and each call
Dealing with reception and 'gatekeepers'
Presenting on the phone
Verbal buying signals
Closing
Potential Customers
- Dealing with enquiries
Sources for new prospects
Using the prospect list
Reducing Resistance
- Selling to different personalities and understanding your own personality
Handling concerns
Classify the concern
Common concerns
Answering questions - sample answers to concerns
Final tips for success
Training Options
- Private course at your company office throughout the UK, at one of our training venues (Durham, Newcastle or Washington) or at an independent location, convenient to you
- Bespoke course written to your specific needs, at your company office throughout the UK, at our training venue or at an independent location, convenient to you
- For further information please contact us on 0191 377 8377
What's Included
- Relaxed refreshment area at our training venues
- Lunch and refreshments when training is delivered at our training venue
- Comprehensive course manual and exercises
training courses, Durham, Washington, Newcastle, North East
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