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This Telephone Sales training course has been designed to help telesales people to gain the skills and knowledge needed for effective telephone selling.

Objectives

At the end of the Telephone Sales training course, delegates will know the principles of selling over the telephone, the structure of the call cycle and relate customer needs to their products and services through the process of effective questioning, listening and identifying buying needs and criteria.

Whether you are a new recruit or an experienced salesperson, the aim is to improve your performance to increase sales.

Course Layout

  • The Definition of Selling
  • Glossary of Sales Terminology
  • Skill knowledge and attitude
  • Converting enquiries into sales
  • Incoming calls
  • Buying Signals
  • Finding the MAN
  • Who are we trying to sell to?
  • The A I D A Sales Structure
  • Attention
  • Interest
  • Desire
  • Action
  • Features, Advantages and Benefits (F.A.B.)
  • What is a Feature?
  • What is a Product Advantage?
  • Express the feature, explain the advantage and deliver the sales benefit.
  • Questioning Skills – When and how to use:
  • Hypothetical
  • Leading
  • Reflective
  • Specific or Probing
  • Closed
  • Open
  • Situation Questions & Managing Sales Time
  • Problem Questions
  • Explicit Needs
  • Implied Needs
  • L Listening Skills – Are You a Good Listener?
  • Closing Techniques & The Alternative Close
  • The Assumptive Close & The Summary Close
  • Reasons for Low Feedback
  • Objection Handling
  • Listen
  • Specify
  • Question
  • Answer
  • Confirm
  • Close
  • Hidden Objections
  • Confidence
  • Defensiveness
  • Four More Techniques f or Handling
  • Objections
  • Feel, Felt, Found
  • Agreement
  • You’re right, however…