Achieving Sales on the Telephone

Intended for:
Anyone that deals with telephone sales in either an inbound or outbound call environment.

Objectives:

At this end of this course your participants will be able to:

• State the advantages and disadvantages of selling on the telephone
• Structure their calls effectively
• Explain the reasons behind customers buying decisions
• Define their customers level of interest
• Follow an effective method of developing sales
• Use specific methods to improve voice projection
• Demonstrate well-developed questioning techniques
• Present the Features and Benefits to customers
• Differentiate between logical and emotional purchasing
• Overcome objections
• Close a sale

Contents:
The telephone has become a critical tool in obtaining sales in today’s competitive market, and yet it is often an area we pay little attention to and consequently it becomes a negative aspect of our business rather than the highly positive one it can be.
These telephone sales training materials set out to enable participants to sell effectively over the phone. The tools that are covered will help generate sales and whether they take inbound or receive outbound calls they will find that if they apply the techniques in this session, their success rate will increase immensely.

Advantages and Disadvantages – A look at how the phone can work for and against us in a sales environment.

An Introduction to Selling on the Telephone – Understanding the key points that encourage a customer to purchase from us.

Structuring and the Sales Process – Defining a set process for structuring a sales call with a chance to demonstrate understanding.

Why People Buy – A look at the reasoning behind people’s purchasing decisions.

How People Buy – An insight into the emotional factors behind how people arrive at purchasing decisions.

Turning Inbound Calls into Sales – Gauging the level of interest of a caller in order to establish the likelihood of a sale.

Making Effective Outbound Calls – A set process of ensuring you gain the best advantage with this type of call.

Sounds Interesting? – Studying three key communication factors when projecting the voice over the phone. Including a chance to review how the participants voice comes across over the phone.

Methods of Improving the Way You Sound – 10 key tips on vocal improvement.

Telephone Questioning Techniques – Giving the delegates the chance to fully understand the different questioning techniques that can be used during a sales call.

Features and Benefits – How to practically apply them in a sales scenario.

Logical and Emotional Purchasing – A further look at the reasons we buy.

Overcoming Objections – Practical use of a set process and ways to apply it in the workplace.

Closing the Sale – Clear methodology with a chance to practice the skills in a fun way.

Post-course Assignment – A method of carrying the learning into the workplace and ensure continual review.
Duration: 1 Day

Cost: £195 + VAT

Telephone Sales Training Scotland, Inverness, Aberdeen, Glasgow, Edinburgh, Dunfermline, Perth and other sites throughout the UK including onsite closed company courses are available.