Sales, marketing and customer service professionals who would benefit from gaining an insight into how the telephone can be used as a significant sales and revenue generation tool.
Objectives:
At the end of the course participants will be able to:
Plan and prepare for outbound sales calls
Respond effectively to incoming calls and recognise sales opportunities
Use a range of techniques to develop more & better quality business from existing customers
Overcome gatekeepers and obtain vital information
Apply a structured outbound sales process to develop prospects
Be able to review and adjust personal call performance
Duration:
2 Days
Cost:
£450 + VAT
Course Date
Location
30/05/2012
Liverpool
25/06/2012
Bradford
17/09/2012
Liverpool
08/10/2012
Bradford
Module One - Introduction
Key Components for Success on the Telephone
Create a Positive First Impression
Developing a Customer Orientated Approach
Module Two - Communication
Barriers to Effective Communication
Techniques for Building Rapport
Insightful Questioning
Obtain Core Information
The Information Funnel
Active Listening
Module Three - The Buying Process
Knowing Why People Buy
The Decision Making Process
Module Four - Approach & Strategy
Plan a Call & Enquiry Response
How to Work with Gatekeepers
Making Appointments Over the Telephone
The 4 ‘E’s - Effective Telephone Sales Strategy
Establish - The Climate To Talk
Explore - Questioning to
Establish Needs
Embellish - Match Benefits to Needs
End - Secure Commitment
Pitch Your Solution
Develop a Problem Solving Approach
Module Five - Skills & Techniques
Anticipating & Dealing with Objections
The Trial Close
