Telephone Sales training - 1 day - private courses from £825 + vat
Telephone Sales training uk
This Telephone Sales training course has been designed to help telesales people to gain the skills and knowledge needed for effective telephone selling.
Telephone Sales Training Course Objectives
Whether you are a new recruit or an experienced salesperson, the aim is to improve your performance to increase sales.
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.
Telephone Sales Training Course Content
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 Sales Cycle
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
- Problem Questions
- Explicit Needs
- Implied Needs
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 for Handling Objections
- Feel, Felt, Found
- Agreement
- You’re right, however...
Managing Sales Time
Telephone Sales Course Prerequisites
There are no prerequisites for this telephone sales training course.
Telephone Sales Training Recommended Reading
Secrets of Telephone Selling - Robert W. Bly – buy from amazon
Cold Calling Techniques - Stephan Schiffman – buy from amazon
home book this course resources 01273 622272 info@siliconbeachtraining.co.uk