Telephone Sales

The right way to win business on the telephone

1 Day - Non Residential

Selling by telephone is arguably more difficult than face to face selling. This telephone sales training course covers all key aspects of telephone selling from cold calling to appointment making, objection handling and closing the sale.

This telephone sales training is a course for those who have to react positively and be able to persuade pleasantly. To master the art of selling by telephone requires an understanding about why and how people make decisions to buy. To positively influence others, one must know about effective sales techniques and make sure that high pressure tactics are not used. A good telephone manner is obvious but there is a lot more to it than just remembering to smile.

“Brilliant, very helpful. Looking forward to putting everything into practice”

No other telephone selling workshop gives you more…

Delegate spaces available on the following course dates:

Non-residential Courses

The course fee includes all course materials, use of video and other training equipment as required. Lunch and light refreshments are included in the fee for all courses of one day, or longer, in duration. The number of delegates attending each course is limited in order to ensure individual participation. If overnight accommodation is required we can provide details of local hotels.

 

Programme Contents

• The Vital Importance of First Impressions
• Telephone Tactics
• Your Voice
• Questioning Techniques
• Listening Skills
• Why People Buy
• Planning Outgoing Calls
• Making Cold Calls
• Making Appointments
• Opening a Call Positively
• Using Benefits Effectively
• Establishing Needs
• Building Your Case
• Dealing with Questions
• Handling Objections
• Closing the Call and Securing the Business
• Practical Exercises
• Individual Self Development

 

What you will get from this course:

• 1. A full understanding of the steps of successful telephone selling
• 2. Practice of effective sales communication techniques that will positively influence others at each stage of the call
• 3. Tips and action points for each stage of the sales process that can be utilised to improve your results
• 4. Increased personal confidence
• 5. A Course Certificate
• 6. CD of up to date self-development and reference materials to reinforce your learning
• 7. On going support via e-train, Spearhead’s scheduled e-communications of additional tips and advice to sustain your motivation and support your personal development when you are back at work
• 8. Access to the Spearhead telephone Help-line so you can get individual post-course support from your tutor when you want it



Description of Course:

This telephone sales training course starts by looking at the challenges of selling using the telephone. Each

step of the sales process is then covered from planning calls, the first contact, the introduction and what to say through to establishing needs, making your sales case, objection handling and closing. There are practical exercises at each key stage to provide delegates with the opportunity to develop their skills with individual review and support from the tutor.