About this Course

Professional selling isn't a hit or miss proposition. It is a practical and consistent application of well-developed, well-refined selling skills and abilities. It is the skill to capture and hold customers' interest while presenting the benefits of your product in a powerful, convincing way. Participants will learn the telephone sales process and how it is affected by each customer's particular situation. The skills taught and learned will boost company's sales and profitability. Participants will be able to pinpoint customer concerns over the phone and determine how their company and product can provide meaningful value to the customer, even in a competitive environment.

Learning Outcomes:

• Learn to utilise the telephone as a powerful tool to develop good customer relations and make sales
  
• Develop the ability to turn enquiries into sales opportunities
  
• Improve on the ability to use fresh, concise selling language to make presentations convincing and compelling
  
• Learn effective new ways to answer objections, meet sales resistance and obstacles to buying
  
• Gain confidence and motivation to increase closing ratio
  

Course Outline:

Day 1

• Mindset & Characteristics of Telesales Professionals
  
• Critical Factors for Telesales Success
  
• Approach to Customer Multiplication
  
• Making Sales Calls Without Fear or Anxiety
  
• Identifying Personality Types and Buying Behaviour
  
• Communication Strategies of Successful Telesales Professionals
  
• Effective Phone Skills and Telesales Strategies
  

Day 2

• Building Trust and Rapport with Customers on the Phone
  
• Creating Favourable Mindset to Buy
  
• Effective Probing and Questioning Techniques
  
• Identifying Decision Makers – 5 Ways to Spark Interest
  
• Choosing the Right Strategy – Influencing Prospects with Attention
  
• Managing Objections and Dealing with Rejections
  
• Time Tested Professional Telesales Closing Techniques
  

Who Will Benefit?

All in the telesales or telemarketing department making out-bound calls, and sales people who make calls to secure appointments.

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