Key Sales Skills: Effective Selling on the Telephone
This is a sample outline. For a full outline contact us, we will take a brief from you and produce a more detailed, tailored outline.
Aims
By the end of this workshop you will have learnt and practised how to prepare and conduct a call with impact and personality. You will learn about questioning, matching benefits, closing and overcoming resistance.
Who Should Attend?
Useful as an introduction for inexperienced sales people or as a refresher for more the experienced.
Duration
One or two days
Planning and preparing the call.
Getting through to the buyer.
Opening with clarity and enthusiasm.
The golden rules.
Creating a good relationship.
Controlling calls assertively.
The power of words.
Questioning and listening skills.
Features and benefits.
Spotting verbal buying signals.
Difficult situations - managing emotions; keeping the customer in the picture; spotting opportunities to add value.
Understanding customers’ concerns.
Closing the sale.
Practice the tools you have learned - role-plays based on real life situations to identify individual styles, strengths and areas for development. This will enable you to experiment with new techniques and discover how the learning fits together.
