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Training Programmes - Selling Suite
Selling By Phone / Telesales
It’s never been more challenging to sell directly by phone or indeed to "get your foot in the door" to see a potential sales prospect. Decision-makers are busier than ever and budgets are tighter then ever. People are cutting back on spending. They are slower to make purchasing decisions. Given these tougher economic circumstances, how does the successful telephone seller do business?
This programme is ideal for
Sales professionals, who need to develop their sales skills on the telephone, make appointments by phone, build better relationships with customers, and more effectively promote products or services by telephone. It is appropriate for people dealing with in-bound and out-bound telephone calls.
Programme deliverables
After attending this workshop, participants will have the ability to:
• Increase / improve their telephone call to sales success ratio.
• Eliminate call reluctance and significantly increase their telesales productivity
• Make and take effective sales calls
• Handle objections and gain commitment to proceed
• Structure a sales call for maximum results
• Enhance the reputation of their organisation through the application of successful telephone techniques.
Programme Content
Essential Telephone Skills
Conveying enthusiasm and commitment
Using your voice as a business builder
Transmitting a 'can-do' attitude
Understanding What Motivates Customers to Buy
Viewing your product or service from the customers' perspective
Adpating your style to meet the customers' needs
Making the most of E-mail enquiries
Understanding influence
Controlling an Inbound Call
How to structure the call
Asking questions to understand your customer
Understanding what gets in the way of communication
Utilising complaints as an opportunity to build loyalty
Making an Outbound Call
Planning - preparing to succeed – call structure
Structuring the call to gain attention and meet your objectives
Making the most of switchboards, assistants and voicemail
Managing the Sale
Selling benefits - putting products and services into customers' language
Handling objections and obstacles professionally
Gaining customer commitment
Different Types of Call
Follow up calls
Cross selling
Up selling
Building New Business
Targeting new sales opportunities
Sourcing prospect information on the Internet
Making appointments for yourself and others
Staying Sharp on the Telephone
How to identify 'performance lag'
Keeping yourself motivated
Asking for and using feedback to improve your performance
Call Metrics
Managing a pipeline
Concept of movement on a call
Additional Information
• This programme is FETAC friendly - Level 6
• Programme content and duration can be tailored for company circumstances
• It can also be adjusted for inbound or outbound calling, make appointments, or account management by phone
• Workbook & handouts support programme
• We run this programme on behalf of CCMA Skillnet