This course is available as a in-company programme
and can be tailored to your specific needs. For
further information Click
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EFFECTIVE TELEPHONE SELLING
Opening Doors and Closing the Sale
Who Should Attend And Why
For those who are required to increase sales through
the telephone either to existing or new customers. This
programme can be attended by both those with experience
and those new to the role as the principles covered are
equally applicable.
The programme revisits a structured approach to telesales
and enables delegates to witness their performance in
a controlled environment through use of practical role
play.
By The End Of The Workshop Participants
Will Be Able To:
Open new doors faster,
reaching decision makers with greater ease and success
Win the buyers attention and understand their
buying motives
Deliver powerful messages through
thought provoking questions, whilst building rapport and trust
Recognise buying signals, overcome
objections and know when to close
Increase penetration of new accounts,
and improve business and value of existing customers
Workshop Overview
Introduction and Aims
an opportunity for participants to illustrate their sales
strengths and weaknesses
Selling - How to Eradicate Initial Obstacles
learn how to deliver a positive first impression
coping with assumption
discover the secrets of confidence and control
setting objectives for the call
dealing with knee-jerk objections
Getting to the Heart of the Sales Process
find out why people buy
learn how you can provide reasons for the customer to buy
from you
Selling - The Secrets of Communication
discover the art of power questioning and active listening
learn the power of mirroring your prospect/customer
how to use tone of voice and rate of speech to your advantage
Discover the Art of Controlling the Call
how to probe to ensure that you discover the prospect's
needs
creating desire and maximising opportunities to sell
learn how to read buying signals and act upon them
How to Present Your Case
buyer's objections and concerns: a pain or a sales opportunity?
discover how to involve your customers in a joint solution
that benefits all parties
Selling - Closing the Sale
learn how to close the sale in any situation
how to select the winning strategy
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