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.
Course
Objectives
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.
Delegates
Will Learn
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.
Course
Details
Dates:
17-18 September 2008
12-13 November 2008
Times:
Day one:
10.00 am - 6.00 pm
Day two: 9.00 am - 5.00 pm
