Sales - Telephone Sales, Succeed and Overcome

Course Overview

Sales - Telephone Sales, Succeed and Overcome

Course Overview

Sales - Telephone Sales, Succeed and Overcome

Plan and prepare for outgoing calls and respond effectively to incoming calls. Recognise sales opportunities and review call performance. 

Module One - Introduction 

• Key components for success on the telephone 
• Create a positive first impression 
• Developing a customer orientated approach 
• Use a 'hook' 
• The sales cycle 
• The motive for making the call 
• Make each call count

Module Two - Communication 

• Barriers to effective communication 
• Three essential elements to communication 
• Techniques for building rapport 
• Insightful questioning  
• Obtain core information 
• The information funnel 
• Active listening

Module Three - The Buying Process 

• Knowing why people buy 
• The decision making process 

Module Four - Approach and Strategy 

• Plan a call and enquiry response
• How to work with gatekeepers  
• Making appointments over the telephone
• The 4 'E's - effective telephone sales strategy
• Establish - the climate to talk
• Explore - questioning to establish needs
• Embellish - match benefits to needs
• End - secure commitment  
• Pitch your solution
• Develop a problem solving approach 

Module Five - Skills and Techniques 

• Anticipating and dealing with objections
• Tips for handling resistance and objections
• Recognising buying signals
• The trial close Closing a call to secure business
• Techniques to up-sell or cross-sell a customer
• Following-up potential new business enquiries