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Superior Telephone Selling

Skills Training for Telephone Selling in the New Century

New to telephone selling?
Need 'back to basics' training?
Time to sharpen up?
Develop your techniques with Superior Telephone Selling

Purpose:

Attendees complete the course understanding the basics of telephone selling and knowing how to make a great sales call

Course Features:

A detailed study of how and why people buy
The 'buying cycle' and the associated 'sales cycle'
Study of each area of the telephone selling process
Role plays of realistic sales call situations
Objection handling techniques
Objection clinic of common issues
How to close the sale
'Live' telephone calls evaluated

Takeaway Skills:

Understanding and practice in:

The basic sales process/cycle, telephone call transaction
Customer interaction techniques as part of the sale
Documenting the process outcomes
Managing time
Clarifying and overcoming objections
Selling benefits to the customer over the telephone
The execution of 'effective' sales transactions
The use of the Transaction Assistant
The use of the Call Evaluation Worksheet
'Closing' - obtaining commitment
Use of the telephone in the selling process
Measurement of activity

Course Emphasis:

Qualifying correct business
Handling objections professionally
Closing
Productivity

Audience:

Direct sales staff, management & support staff involved in the sales process

Prerequisites:

A need to understand the sales process

Duration: 2-3 days