Telephone Selling

Never before has telephone selling had such an important role in the market place. Its obvious cost effectiveness is making it a vital growth area. This course sets out to provide a stream of ideas to improve telephone selling skills.

Both the incoming and the outgoing call are discussed in detail. The course is suitable for all who sell on the telephone.

Role playing is used to ensure each delegate receives individual coaching. Each participant leaves with a telephone technique specially developed for their business. A technique that has been practised and polished on the course. They return to your office with all the necessary energy, enthusiasm and skill.

Results come quickly in terms of increased sales and happier, more satisfied customers.

At the end of the course participants will.

• Have all the necessary principles, skills and personal motivation to sell more effectively.
• Know the exact words and phrases to use in the tough situations they face every day.
• Be able to present your organisation with confidence, professionalism and zest.
• Have an in-depth understanding of the telesales sequence: PROBE, CONFIRM MATCH & CLOSE.

• How to convert enquiries into sales.
• How to build and upgrade the incoming order.
• How to handle difficult customers.
• How to find new business. Getting through to the decision maker. How to revive inactive accounts.
• How to sell an idea. What makes people buy. How to stimulate buying interest.
• How to open the presentation.
• How to structure the call. Using probe, confirm, match and close.
• How to control the conversation.
• Questioning and listening skills.
• How to ask for the order. When to close.
• How to handle and pre-handle objections.
• How to sell yourself. How to inject warmth and enthusiasm. It’s not what you say but how you say it
• How to establish lasting customer relations.
• How to maintain correct attitude throughout the day. Techniques for developing drive, confidence, enthusiasm and self-motivation.
• How to overcome discouragement.
• How to follow up.